Account Manager-Strategic and Major Accounts-Manager-Hyderabad

About Bharti Airtel

A true Indian MNC, operating out of 17 countries across Asia and Africa, we serve one in every 25 people on
this planet. Our product offerings include 2G, 3G and 4G wireless services, mobile commerce, fixed line
services, high speed home broadband, DTH, enterprise services including national & international long
distance services to carriers.
Our vision is to enrich the lives of our customers and we work towards our vision, driven by our values of AIR
- Alive, Inclusive and Respectful. Being the world’s 3rd largest telecom service provider, we believe in
providing our employees with an inspiring and motivating environment.

Purpose of the Job

Responsible for end-to-end telecom & connectivity needs of a set of Corporate Accounts. Ensures
achievement of the Sales & Revenue targets, by selling Core Data Services ( MPLS, ILL, VSAT, NLD ) , Non
Core Data Services(Collaboration Video/Audio, Network Integration, Data Center Managed Services,
Cloud Services, IoT ) Voice Solutions ( Mobility & Fixed Line ) in line with the government bids/ tenders.

Acquires new logo accounts within the Enterprise segment that have low/no market penetration. Visits
prospective customers and seeks out relationships with senior level executives. Acquires new
opportunities for large Enterprise accounts, building and maintaining a network of colleagues and
partners to share information and obtain prospects. Develops and executes sales and marketing plans for
the segment including large Strategic and Major companies. Responsible for account planning and
management to identify opportunities, manage the sales funnel, and close deals. Collaborates with sales
professionals, executives, product vendors, and customers to identify and present solutions that address
the client's needs. Drives results utilizing a portfolio that includes all of Airtel business products.
Facilitates long-term strategic and profitable customer relationships and serves as primary executive
interface for customers, meeting with CXOs. Coordinates with Marketing, Product, and Customer Service,
Vertical, and technical support to achieve business objectives for the Enterprise Solutions organization.
May act as lead in a team when presenting products/services to prospective customers.

The Successful Enterprise Account Manager Is

This is a highly coveted sales acquisition position, targeted to increase market share primarily within Airtel
business accounts. Achievement driven; enjoys competitiveness and thrives on being the best and
winning. Charged with growing the business and creating sales opportunities that increase Airtel
Business's position and share within the market. Achievement driven and an aggressive sales hunter (no
cold calling) Driven to understand the customers' business and how Airtel can meet their needs.

Deliverables
 Build strategic relationship with key decision makers in the assigned accounts
 Stay up-to-date with the tendering, process/ compliances in the segment
 Ensure diligent bid management with the bid managers and the TSG team
  Driving revenue enhancement in the accounts (both Data and Voice) though effective account
management, along-with retention and timely collection of the existing revenue
 Augment solution selling, and drive new product penetration in emerging markets
 Co-ordinate with the cross functional teams, both internally (TSG, CE, Networks, etc) and
externally (Partners, Vendors, Clients, etc) to ensure business target achievements and meeting
customer expectations on service delivery.
 Ensure the account business target achievement on: Order booking, Revenues, Collections, New
Account identification and Churn control
 Business processes: Comply and follow business processes both internal and external in line
with government Policies.

Major Challenges:
 To work in alignment with processes on Data and Voice
 To work on retention of existing revenue as well and grow new products.

Stakeholder Management and building strong relationships in the Accounts

Demonstrate (Key competencies)

 Commercial Acumen
 Customer Service Orientation
 Key Account Planning & Management
 Executive Presence – ability to handle CXO discussions
 Enterprise & nex generation Product Knowledge
 Ability to devise creative ideas to attract the target customer’s attention
 Liaising with the key stakeholders
 Good communication & presentation skills (oral and written)
 Result Oriented
 Highly Analytical
 Self-Motivated
 Adapting to changing environment as per organizational needs
 Learning New Technology

Educational Level
Must have:
 MBA or equivalent / B. Tech. + MBA

CTC:
8.5 LPA