Job Req ID: 40710



Location: Chennai, IN



Function: VIBS




About: Vodafone Idea Limited is an Aditya Birla Group and Vodafone Group partnership. It is India\xe2\x80\x99s leading telecom service provider. The Company provides pan India Voice and Data services across 2G, 3G and 4G platform. With the large spectrum portfolio to support the growing demand for data and voice, the company is committed to deliver delightful customer experiences and contribute towards creating a truly \xe2\x80\x98Digital India\xe2\x80\x99 by enabling millions of citizens to connect and build a better tomorrow. The Company is developing infrastructure to introduce newer and smarter technologies, making both retail and enterprise customers future ready with innovative offerings, conveniently accessible through an ecosystem of digital channels as well as extensive on-ground presence. The Company is listed on National Stock Exchange (NSE) and Bombay Stock Exchange (BSE) in India.



Role

Cluster Sales Head



Job Level/ Designation

M3/General Manager



Function / Department

Government Accounts



Location

Chennai



Job Purpose

Drive the business targeting Government Accounts in Focus ministries through Sales Team for the Cluster/State Forge relationship with Key decision makers and favorably influence key stake holders on VIBS propositions and work closely with the cross functional team to deliver the same to the customer and achieve outstanding business results.



Key Result Areas/Accountabilities

Strategic

• Develop, plan & execute a Focus Ministry strategy to grow revenues, improve coverage, penetration and enhance competitive position in the accounts.
• Provide thought leadership on local execution and capability to win more in the market place by enabling resources through best practises.
• Strategically align and Work Closely with Knowledge partners and System integrators and help government departments to prepare Detailed Project Report, Tender Creation and Participation.

Operational

• Manage end to end cluster operations for the segment, drive coverage and deliver outstanding business results
• Understand and fully map the Government potential for the Circle across various ministries / Departments through Contract Calendars, Wallet Share reports and Customer contacts.
• Develop relationship with Senior Stake holders in Ministries / Department by making Capability presentations / discussions / negotiations at a later stage of a sales cycle as the case gets matured.
• Drive Segment initiatives through various programs in the Circle.
• Closely work, align and drive alternate channels within the organisation like retail and SME Channels to drive coverage and business

Developmental

• Develop team through continuous training and certification thereby building capabilities, with specific focus on new lines of business (FL, cloud, IOT etc.)

Core Competencies, Knowledge, Experience

• 12 -15+ years of which at least 3-4 year should be in a leadership positions managing cross functional teams & large sales team in B2B environment.
• Prior Government Sales experience and relationship mandatory, he should be conversant with government bidding process like QCBS.
• Must have the ability to connect with Senior IAS Officers and position Vodafone products and service.
• In-depth of Knowledge of Fixed Line data, IOT and Cloud proposition is critical to propose and Spec government tenders.
• Ability to cultivate network amongst system integrators and knowledge partners.
• Market Knowledge of Competition: Telecom Service Providers / System Integrators. Develop relationship with System Integrators and Knowledge partners

Must have technical / professional qualifications

Desired Competencies/ Skills

• Powerful influencing/ negotiation skills, effective relationship management skills and proven ability to function within a matrix organization
• Experience in handling enterprise sales in government accounts
• Technical qualification: In depth knowledge of telecom Enterprise Products

Educational Qualifications

• University Degree in Business/ MBA along with technical qualifications, or equivalent qualification

Vodafone Idea Limited (formerly Idea Cellular Limited)
An Aditya Birla Group & Vodafone partnership