Telecom Account Director

Drive Sales / Business Development initiatives to grow Transformation Services business within the identified account.
Responsible for Sales (Order Booking, Revenue, EBIDTA) targets as per regional Annual Operating Plan (AOP).
Key deliverables include key stakeholder (Internal + External) management and account management, managing and growing existing business (where applicable), developing new business within the account, and adding new revenue streams/portfolios within the account.
Plan, drive & deliver 'Managed Services, Networks outsourcing & Consulting' sales for new accounts across specified clusters in Europe.
Transparent and detailed information sharing, with detailed reporting on a regular (weekly, fortnightly, monthly) basis as needed by Management across all facets of the role including YTD and pipeline metrics, current effort and initiatives for both self and the cluster sales team.
This role is in the portfolio of Networks and related lifecycle services (Please note: The role does NOT involve selling networks and is a pure 'services' sales role).

1. Provide inputs to supervisor & teams around strategic sales targets based on market dynamics.
2. Analyze revenue profile from accounts in different regions.
3. Define annual sales plans and deliver targets; provide inputs to marketing around the development of the annual marketing plan for the strategic accounts.
4. Identify initiatives for the year based on previous year trends, market opportunities, and competitive scenario.
5. Execute the complete sales lifecycle for the account from lead generation, opportunity qualification, bidding, negotiation, and closing deals.
6. Support provided by pre-sales, practices, pricing teams, and a large (existing) delivery team dedicated to the account.
7. Identify and qualify new opportunities across the account.
8. Lead in conversion of opportunities by building and leveraging business relationships with clients.
9. Ensure hygiene of sales processes and systems and drive corrective behavior where required.
10. Interact with cross-functional teams - service delivery & service assurance - to address customer issues.
11. Support collection team in resolving delayed collections and customer dependencies and interact with customer stakeholders.

1. Demonstrated experience, knowledge, and active relationships across the Telecom account in Europe, with a focus on the UK. Additional relationships with Telecom client CxOs across Europe are a plus.
2. Demonstrated success in generating new sales in the 'managed services' and 'consulting' portfolios across Telecom Clients in the last 3 years.
3. Specific experience selling services related to Networks (Plan-Design/Build/Run/Service Fulfillment-activation/NOC etc.) is highly desirable.
4. Experience building, running, and growing a sales team.
5. Experience of having sold outsourcing / near-shoring / offshoring services in the UK and Europe.
6. Preferably into Telecom clients.
7. Demonstrable understanding of the Telecom/Communications Service Providers and competition marketplace in Europe.
8. Expected to drive the identification, scoping, pricing, packaging, and presentation of bids and opportunities and drive them to successful closure.
9. Must have access to CxO and CxO-1 level roles across Telecom Clients (in the UK and across Europe) who are involved in consuming consulting and managed services related to Networks/Telecom, selecting/approving partners for delivering such services, and decision-making for awarding such business to service providers.

1. Knowledge of market (customers and industry).
2. Knowledge of various sales value chains and sales operations.
3. Good understanding of Telco and Network as a domain, across various lifecycle areas, such as Network Transformation, Audit, Plan/Design, Fulfillment, Assurance etc.
4. Willing & able to travel extensively in the UK and across Europe region, sometimes with short notice.