Key Account Manager - Datacenter

Job Description

Role Title: Key Account Manager – Enterprise & Datacenters Role Purpose Drive business development, customer acquisition and account management by STL’s Enterprise and Data Centre offerings (Copper and Fiber portfolio), to build and sustain market share for STL in India & Global market. What the role entails (Key Responsibilities) New Business Development and Customer Acquisition Drive awareness of STL’s offerings for Enterprise & Data Centre connectivity Hunt for commercial opportunities with prospective clients Access and solicit RFI, RFP and RFQs from client organizations Target customer base that owns/ operates Data Centres : Telecom Service Providers, Hyperscalers, Co-Location, Edge Data Centres, Data Centre Parks Target technical consultants that services owners of Data Centre projects Drive STL’s qualification as a vendor / accepted brand Partner with Presales Manager to secure sales contracts and purchase orders Provide market inputs to STL internal teams, including Product Lifecycle Management, New Product Development, Product Marketing Account Management and Growth Apply key account management principles to drive majority wallet share Foster strategic relationships in new and existing accounts Review and respond to RFI, RFP and RFQs by customers Upsell to higher margin solutions and cross-sell into different product lines Pursue contract renewals, purchase orders and collections Champion the client internally and explore areas of collaboration Gain competitive intelligence and flag risks to STL internal teams Success metrics and Governance Meet Purchase Order, Revenue, Gross Margins, and Collections targets Meet or beat business plan metrics to avail STL’s Sales Incentive Scheme What we are looking for in you (Skills, Knowledge, Special Attributes, Mobility) Hard Skills: Strong Analytical skills: Forecasting, Contingency planning, Budgeting Intermediate to Expert level: MS Excel/ Google sheets, Powerpoint/ Slides Soft Skills: Excellent communication skills: written, verbal, presentation Stakeholder Management and Negotiation skills Natural leader with a high degree of ownership Self-starter; Work in a very agile mode and sometimes with little guidance Experience & Education Minimum Qualifications & Critical Exposure to Perform the Job at the Optimum Level Education: B.Tech or similar graduation MBA Experience / Exposure: 10 years of Account Management and Business Development experience Minimum 5 years of experience in the Enterprise & Data Centre connectivity sector, selling structured cabling systems, and allied connectivity solutions Solid experience in working directly with senior executive, C-Suite stakeholders Technical or project execution experience is a Nice to Have Strong awareness of technology and industry trends in the ICT industry Understanding of ICT Standards for infrastructure and installation is a Nice to Have Minimum 5 years of on-ground experience in India or Global market Show more Show less