Drive sales of assigned accounts by building the sales plans and strategies to grow existing business and develop new revenue streams. Analysing the business potential, building sales pipeline, manage opportunities and sales projections / revenue forecasts
Building key stakeholder relationships, multi-function and multi-level connects with decision makers, influencers, and executive sponsors within the accounts but also with partner organizations.
Building account ownership through understanding of customers strategic objectives, business requirements, operational challenges, buying decisions, contractual process, internal dynamics and manage key stakeholder expectations.
Internally driving cross-functional teams such as technical Solutions, bid and commercial, finance, products, service delivery and operations
This is a role which contributes in defining the direction of the operating plans based on the business strategy, with a significant mid-term impact on business unit overall results.
Key Responsibilities
Delivering Revenue Targets and Pipeline Growth
Developing existing customer base through appropriate propositions
Identifying requirements and sales opportunities with customers
Understanding the customer needs and expectations and transfer them into solutions
Attending and presenting at external customer meetings and internal meetings
Managing account action plan for assigned accounts/regions.
Responding to and following up on sales enquiries
Monitoring and reporting on customer feedback, market and competitor activities and provide relevant reports and information.
Capturing qualified opportunities in SFDC, and growing strong pipelines
Proactively identifying the problem area internally with product and solutions team, setting up periodic calls between, sales, legal, commercial, solution and product to propose the desired solution to customers, prioritize on key opportunities to gain faster closures.
Keeping up to date with products and competitors
Minimum qualification & experience
Bachelors and/or equivalent experience. MBA or equivalent preferred. Experience 5+ Years of enterprise sales / account management experience in similar markets
Other knowledge/skills
Experience in SFDC, opportunity management, pipeline/funnel build
Experience in building executive and senior relationships with key customer stakeholders.
Experience in driving sales and presales teams
Expertise in drafting account plans and related customer acquisition strategy.
Flexibility and adaptability to handle diverse cultures and working environments
Working knowledge of Network Engineering, Service Delivery and Service Assurance processes and operations is an advantage
Prior experience of selling Managed Network, Security, Cloud, UCC, IoT is an advantage.
Preferable Industry: SI or Telecom or Technology (Telecom Vertical), and Experience in managing Large Enterprise Accounts.