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EMS Sales Head - Enterprise & Managed Services

15 - 20 yrs
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Not Disclosed by Recruiter Posted 15 days ago Job Applicants: 776 Job Views: 1221

Job Description

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    Job Purpose
    EMS Sales head role is to establish and manage the go-to-market strategy, sales channel, sales operations & enterprise relationships to achieve the sales and revenue goals for enteprise business & managed services for Spectra. The role includes developing & establishing nationwide sales channel network of direct & indirect sellers. The EMS sales head will also carry the role of business development with sales, revenue, engagement, collection and marketshare targets for managed services across all B2B customer segments & connectivity services for the named enterprise accounts. The role is a playing captain role where the EMS sales head in addition to being the leader will also be responsible for managing certain large enterprise accounts

    "1. Achieve the annual revenue targets for MS product lines and acquiring additional LA accounts
    2. Achieving budgeted revenue & sales target for MS in existing and new SMB customer base
    3. Market share in the select segments of hospitality, retail, co-working, BFSI & enterprise"
    EMS Account, channel & relationship managers with One EMS lead for South
    "Building and Managing a highly productive direct sales team. (Productivity parmeters)
    Developing a multi dimensional channel network for EMS sales across multiple product lines (Channel reach and productivity across products)"

    Principal Accountabilities
    Key Accountability Statement
    Developing the strategic roadmap for EMS sales to enhance reach and effective go-to-market including channel, event and trade marketing
    Developing the EMS sales organization to deliver the desired growth and productivity objectives for all direct and indirect sales channels through training, coaching & developing competencies & talent at seller level
    Achieving the revenue growth objective and customer acquisition targets for EMS products
    Aligning with the SMB sales team for sales of managed service bundled offering to new acquisition of internet & broadband customers by SMB sales teams
    Participating in building and managing the sales budgets, incremental revenue forecast, per customer / node / room / user realization & acquisition cost plans for EMS sales channels
    Formulating & governing EMS sales processes and systems for operational excellence and customer centricity
    Account management for existing large accounts and select potential accounts for enterprise connectivity & managed service products
    Creating, developing & transforming the indirect sales network to be the largest contributor of MS Sales and Revenue across India
    Participating in developing strong product & solutions portfolio for various customer segments

    Performance measures
    GTM plan leading to EMS Sales Funnel
    Direct sales & indirect sales productivity
    Achieving Revenue target and acquisition budgets for EMS products
    Share of bundled sales & revenue budget for MS to new SMB acquisitions
    Forecasting & planning for gross adds, revenue and cost of acquisition
    "Quality of sales & contract length
    Sales process standardization and automation"
    New logo acquisition, Media & LA revenue budget
    Channel Development and productivity
    Managing the competitiveness & wallet share

    Key Interactions
    Whom do you contact internally and externally
    Product Development & management
    Marketing & Communication
    SMB Sales Team
    Business & Quality Excellence
    People & Culture
    Managed Service Solution Design & Delivery Teams
    Service Operation Center teams
    Channel & trade Partners
    Marketing Agencies

    Briefly describe the reason for this interaction
    Collaborate with the product and pre-sales team on the opportunities & assist with market insights for development of new products and pricing actions
    "Building and executing an effective customer reach program
    - especially digital, channel & event marketing programs"
    Sales of bundling solutions for MS with new I&B acquisitions
    "Review and audit of processes
    Developing customer centric sales processes"
    For recruitment & training of the EMS sales teams
    Solution design and delivery of managed service solutions to SMB and LA
    Support delivery & upselling of managed service solutions to SMB and LA
    Developing and productivity of the channel network across India
    Prospective and existing Media, LA & SMB customers segments
    For implmentationof the marketing Programs

    Knowledge , skills and experience
    " MBA Marketing from a premier college/university
    Preferably an Engineering degree (electronics or computer science) from a tier 1 or tier 2 college/university"

    Relevant experience
    "Sales & business operations experience of 15 to 20 years
    Preferably from Network hardware or software, Network Security, SaaS, Large Scale System Integrator, Cloud, IT / ITeS / Telecom, ISP Industry handling B2B sales for a National or multi-national company
    Leading a multi location sales team with at least 2 tiers of heirarchy reporting in to the position
    Experience of developing and manging the direct and indirect sales channels for technology products
    Experienced in managing high NPS for the enterprise customer accounts"

    Threshold skills and capabilities required to execute the role
    "Effective communication & documentation capability
    Start-up mindset - highly productive (value & count) sales efforts & channels
    Customer focus - analyse customer requirement complexity & develop a solution partner position for enterprise & specific segment LA
    Good understanding of enterprise & technology product sales
    Business understanding of Network solutions, IT Solutions, telecom, broadband and data business
    Strategic acumen to develop the EMS sales across focus segments in line with the organizational strategy
    Commercial acumen for informed decision making
    Relationship management for senior leadership at enterprise customers
    Leadership acumen to manage change and continuity
    People Management and Organizational ability to build and develop the team and manage internal & external interactions
    Ability to train and coach the team
    Bias for action for timely, productive and effective execution of the plans

Salary: Not Disclosed by Recruiter

Industry: Telecom/ISP

Functional Area: Sales , Retail , Business Development

Role Category:Senior Management

Role:Head/VP/GM/National Manager -Sales

Employment Type: Permanent Job, Full Time


Desired Candidate Profile



UG: Any Graduate - Any Specialization, B.Tech/B.E. - Any Specialization, Computers, Electronics/Telecommunication

PG:Any Postgraduate - Any Specialization, MBA/PGDM - Any Specialization, Marketing

Doctorate:Doctorate Not Required

Company Profile:

Shyam Spectra Pvt. Ltd.

Spectra is an innovative and disruptive technology company, dedicatedly working to deliver joy, advantage and success for people through and by, the continuous pursuit of excellence in internet services. Spectra’s vision is to advance the lives of people in urban India by creating and delivering the best internet service. Today, Spectra operates its fiber broadband internet services in Delhi/NCR, Mumbai, Bengaluru, Chennai, and Pune. Spectra’s business is divided into Infrastructure, Data, and Voice. Under Data, Spectra provides internet and other connectivity services to various SMBs, Enterprises, and Homes. Spectra provides revolutionary products to its target markets on the back of its expansive intra-city optic fiber network spanning over 4,000Kms and has access to co-location services.
Spectra was one of the first ISPs to start offering internet services to small, medium, and emerging businesses on optical fiber cable and is today a preferred ISP for many such businesses. Along with a massive intra-city optic fiber network, Spectra has an operational voice and data International Long Distance (ILD) gateway operational in Mumbai.

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