GM- Sales (Account Manager)

Broad outline of the Role

Purpose - Broad objective of the role

Drive achievement of sales targets through sales planning, business Development, Executive Mapping, identification, qualification and closure of sales opportunity along with TCS from identified Business Groups. 

Drive deep and strategic customer engagement for the identified BG’s. This includes complete ownership and responsibility for new order booking (OB) and Revenue from the GTM track with TCS. The requirement is to have deeper penetration within TCS, globally & amplify the Joint Value proposition of our GTM track. This includes improving product marketing, creation of JVP etc.. The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure along with TCS within the identified account sets.  The seller will continually seek to increase the joint business engagements with TCS for the identified BG’s.

Size and Scope of Role - No. of direct reports

Size and Scope of Role - Total team size

Minimum qualification & experience

Other knowledge/skills

Main drivers for success:

• Ensuring wallet/market share increase along with TCS into identified accounts.
• Achieving assigned OB targets 
• Developing digital deal funnel and driving pursuit strategy closure
• Amplifying the track within TCS and within the identified set of accounts.
• Ensuring revenue increases through newly acquired customers and an incremental wallet share from or customers
• Market penetration with new accounts, and cross-selling to improve PPR

Attaining domain knowledge, creating account development plans

Minimum qualification & experience

Bachelors and/or equivalent experience. MBA or equivalent preferred. Minimum 15 years of enterprise sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role. 

Technical Competencies

Any Technical Sales Certification in Cloud , Hosting , Security , UCC & Managed Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditions would be an added advantage .

Desired Skill sets

• Has significant  experience (~ 15 years) in managing Enterprise accounts

Knowledge / Skills