GM-Account Director-SA

Role title: Account Director (AD) ( Elite Accounts)

Function: Enterprise –Strategic Accounts

Band: M3

Sub-function: Sales

Reports to: Corporate National Head(Large/Global Accounts)

Location: TBC

Role purpose:

• To position VIL as the preferred Technology partner by using thought leadershipdustry insights and Design thinking.
• To drive business outcomes by partnering with CXOs to co-create value.

Key accountabilities and decision ownership:

• Responsible for overall Account strategy
• Own C-level / E-level / LOB Heads engagement
• Planning , Executing & Participating in Customer Advisory Boards (CABs) / Industry Forums / Customer Endorsements
• Co-create value for customers through transformational deals
• Account level P&L ownership

Key performance indicators:

• Financial Metrics –  Revenue , EBIDTA, Account P&L
• Competitive – Share of Wallet & NPS
• Pipeline – Quality/Quantity , Conversion, Win Loss rate, SFDC compliance
• Product Penetration Index(PPI) ratio and contribution to revenue
• Transformational Deals(As defined)
• Customer Advisory Boards (CABs) /Industry Forum Participation with SLT engagement / Customer Endorsements (Defined Quality and Quantity)

  Professional Experience:

• Sales experience  12 to 15 years in technology B2B Sales
• Experience handling Strategic Accounts and C-level engagement 
• Education: MBA and Engineering background preferred
• Preferred Industry: Technology, IT, Telecom

Core competencies, knowledge and experience:

• Sales Capability:

>Strategic view of Customer, Market, Competition

>Solution Selling – create transformational deals and lead large complex sales

>Proven track record of C-Level / E-level relationship building

• Knowledge:

> Commercial acumen

> Understanding of Agile Framework and project / program management

>Master VIBS Products and propositions

• Leadership skills:

> Manage multiple stakeholders internal and external and high influencing skills

• Personal Gravitas

Direct reports: Nil

Dotted Reporting : National Account Manager ( 1)