GM – Lead Strategic GTM Sales

Role

IoT Lead Strategic GTM Sales

Job Level/ Designation

M3/GM

Function / Department

Enterprise/IoT

Location

Mumbai

Job Purpose

To own, drive the revenue target as signed up in the joint venture between VI IoT and the strategic blue chip patners.

This role will deliver 500 crore/ annually in 3 years’ time. This milestone will be driving sales for the joint ventures between VI and large blue chip integrators like IBM, CBRE, Microsoft, Cisco along with Government SIs who are highly connected with state and central Govt. bodies to release large strategic IOT projects. In this, we will sell with their respective sales and channel teams. There will be a joint revenue plan signed off.

Role will entail to define the capability roadmap and help forge the power of two organizations to develop unique value propositions in which both complimenting parties come together.

The role is inclusive of new opportunity identification, new channels of customer targeting, new proposition development, and indirect revenue generation through / with large tech entities

Key Result Areas/Accountabilities

1. Execute the sales & revenue target which are signed up with the large strategic partners
2. Design the GTM strategy, create & achieve the revenue plan between the strategic partners and execute governance structures from C level downwards.
3. Analyse Customer insights, Consumer trends, market analysis and best industry practices to build successful strategic relationship and partners to maximize business development opportunities for Enterprise and Consumer IoT
4. Lead & drive focus products and strategic deals to have a significant revenue impact to overall business. For instances: establishing eSIM in Large SME Aggregators; Drive High ARPU Products Dashcam, Video Surveillance etc. through technical channels ecosystem 
5. Drive Sell through and sell with models for revenue targets.
6. Work closely with regional/ Cluster sales team across segments to identify new large opportunities on new use cases like water, solar etc. can be proactive driven by Strategic GTM sales lead
7. Present strategic solution proposal and business fit to decision makers, engage in negotiation and close the deals.
8. Collaborate with internal functions ( Product, Solutions, Legal, Finance) to support the strategic partnership

Core Competencies, Knowledge, Experience

• 15+ years of experience in account management, versatile product sales both direct and indirect in various industries
• Strong experience of driving sizable business through channel partner in sell through model.
• Adept at C level conversation
• Strong customer issue management skills right from on-boarding, fulfilment to collections.
• Versatile experience of working with Indian and MNC and ways of working through a matrixed organization.
• Experience in managing conflicting agendas within and outside the organization.
• Drive business through influence and less through direct control. Should be able to engage with various segment sales teams and able to drive outcomes.
• Deep C level connects with strategic partner organizations.
• Strong Sales execution skills by carrying revenue goals through joint GTM with partners.
• Structure way of working, Planning, and strong governance of outcome skills.
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Must have technical / professional qualifications

• BE/BTech or equivalent
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