AGM-Solution Manager-Strategic Accounts

Role

Solution Manager

Job Level/ Designation

M2

Function / Department

Enterprise

Location

Mumbai

Job Purpose

Vodafone Idea business services (VIBS) is one of the largest telecom service provider in India with > 200 K+ enterprise. Our business solutions engages with the market across strategic & key top accounts to support multiple innovative propositions across Connectivity & Collaboration, Mobile Analytics, IOT, Security, and Cloud domain. The role of a Strategic solutions manager is to become the trusted technical advisor to some of those identified strategic accounts outside of ELITE accounts, design fit for purpose solutions to achieve the sales objectives. Individual is also expected to demonstrate consultative approach to increase new product penetration and technology adoption in the defined market segment.

Key Result Areas/Accountabilities

:

• Customer engagement – high face time with customers to understand their technical requirements and provide relevant solutions to enhance VIBS win ratio.
• Large deal focus: Demonstrate consultative approach to develop deeper understanding of customer Telecom & IT strategy and propose solution leveraging on VIBS products & partner led propositions.
• New Product Penetration: Be the early ambassadors and champions for new products to develop POC, use cases, increase market adoption and achieve scale
• First time Right design – Ensure adherence to VIBS solution governance process for all complex/transformational opportunities to maintain the right balance between incremental revenue and Operating cost.
• RFP/Tender technical support – Ensure timely response to all the qualified RFP’s and tenders from solution perspective to ensure bid submission and differentiate us against competition.
• Focus on Large/transformational deals across multiple technology towers to ensure incremental revenue achievement as per the defined targets.
• 100% Solutions to be implementable and revenue recognition to begin as per the agreed design.
• Develop Solution heat map to increase penetration in the assigned set of top accounts and build & execute strategy as per the agreement.

Core Competencies:

• 10 to 15 years of experience in Telecom / IT Technology domain
• Hands on Technology and implementation exposure to Transmission technologies like DWDM, SDH, Ethernet, IP/MPLS, SIP, Collaboration, IOT, security etc. Good understanding of Data Centre, Cloud, IT integration and managed services.
• Good understanding of the Enterprise Customer requirements and unique skills to build solutions by making use of the core technologies
• Good techno-commercial and market experience
• Customer interaction and CXO level engagement
• Ability to learn new things faster and articulate with good presentation and documentation skills

Key performance indicators

• Focus on Large deals solutioning across multiple technology, products and services to ensure incremental revenue achievement as per the defined targets.
• Order Booking / Revenue Achievement across segments for non-mobility voice services, Execution of Segment specific projects and ensure the Revenue achievement of all the segments as per the targets
• 100% Solutions to be implementable and revenue recognition to begin as per the agreed design.
• Develop Solution heat map to increase penetration in the assigned set of ME / Government accounts and build & execute strategy as per the agreement.
• Ensure the highest level of governance adherence and deliverables in the solution business as prescribed by the solutions team.
  

Core Competencies, Knowledge, Experience

• Hands on Technology and implementation exposure to Transmission technologies like DWDM, SDH, Ethernet, IP/MPLS, SIP, Collaboration, IOT, security etc. Good understanding of Data Centre, Cloud, IT integration and managed services.
• Good understanding of the Enterprise Customer requirements and unique skills to build solutions by making use of the core technologies
• Good techno-commercial and market experience
• Customer interaction and engagement with CXO levels, different buying centres and decision makers in an organisation.
• Ability to learn new things faster and articulate with good presentation and documentation skills

Must have technical / professional qualifications

8 to 10 years of experience in Telecom Technology domain

Engineering Graduate /Post Graduate / Preferable MBA

Technology certifications from leading OEM’s like Cisco/Juniper/Nokia/Oracle/Azure/Amazon/CCNA/CCNP/CCDA /CCDP etc.

Experience in working under Six Sigma, ITIL, ETOM, TL9000 etc. process frameworks.