Job Ref: 212621887

Date: 2020-10-20 12:19:29

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The Account Manager is accountable for both farming (up-sell and cross-sell) and hunting across a large tier 1 European Telecom operator spread across multiple countries in Europe. You will be responsible for driving profitable growth in IT area within the account by

* Developing strategic relationships with decision makers and influencers in the customer's account

* Creating and sharing sales success stories

* Ensuring customer satisfaction through world class delivery

* Driving large multi country based sales leaders to build a coherent strategy for account growth & track its execution

Your tasks will include

Personnel Relationship building

* The Account Manager develops and strengthens relationships with decision makers and influencers in the account. He / she drives penetration in various functions including outside CIO. He / she should become a trusted IT advisor to the customer and should participate in his strategic planning

* The Account Manager builds a trusted group of referable CXO contacts who can vouch for TechM. He / she executes a plan to develop allies and partner allies, builds personal connections and gains access to new contacts. He / she ensures a balance of customer engagement across business, management and operations.

Account Management

* The Account Manager identifies opportunities for growth in the account and leads account strategy and planning. He / she drives penetration into the customer's business units and maintains a comprehensive account growth strategy. He / she regularly monitors sales trends, market dynamics and incorporates into existing account strategy and plan.

* You will be responsible for mentoring and nurturing the next line of leadership in the account team. He / she ensures high customer satisfaction, loyalty and quality of experience. You will communicate progress against account plan and other related developments to all relevant stakeholders.

Delivery Management

* The Account Manager ensures cross-geographic synergies in project management and delivery execution. He / she will be in charge of orchestrating internal resources in sales and delivery to give the customer an enhanced delivery experience. He / she conducts regular delivery reviews to prevent cost and schedule overruns.

* The Account Manager monitors key metrics on a regular basis and plans for initiatives and actions to be taken to achieve cost optimization and improve service standard

Preferable

* 5+yrs of experience of Account Management & working with teams spread across multiple countries

Mandatory

* Strong Experience of managing & growing $20+ million Account/s

* Strong pre-existing industry relationships with Telecom CXOs & Partners

* Strong telecom domain expertise with understanding of eTOM, ITIL

* Should be technically sound and have a good knowledge of Telecom IT products

* Strong understanding of the Telecom Business with demonstrated experience of crafting innovative contracts

* Experience of consultative selling by proactively identifying opportunities & crafting business case led proposals

* Experience of closing large multi-million dollar telecom IT contracts in a diverse stakeholder environment

* Experience of having worked in marketing is also preferable

* Experience in global service delivery models

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