Associate Director

Job Family Descriptor
Drive strategic customer engagement with key enterprise clients. As a Deal Lead for Strategic Customer Engagements, engage with TCL customers on strategic, large, complex opportunities to increase the growth of the TCL business and establish TCL as their key technology partner in theor journey of digital transformation. Closely involved in the critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) and work with C-level executives, IT, and various lines of business to meet their business outcomes. Work with the CST (Customer Success Teams) analyzing key corporate data (such as Corporate reports, Board Members, eco-system) related to the opportunity being supported, and ensure executive alignment and governance. Provide advice on the competitive situation and create an actionable strategy.
Minimum qualification & experience

10-12+ years of enterprise sales, business development and account management experience. With specific experience in selling large ,complex techology deals to CXOs to banks, manufacturing, retail, transport & logistics companies

Cloud, Software, technology & Infrastructure mgmt.

Navigate ambiguity in fast changing world

Must be able to collaborate across stakeholders - Internally (Product, Marketing; Networks Team, CSO - Service Management, Billing & Collections, Solutions Team) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc)

Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques

Key Responsibilities
Account Planning

Build and robust account plan focussed on strategies and tactics to achieve the ACV and Revenue Goals for the Account to cover - Understanding of customer demography, Business imperatives and IT challenges, customer engagement heat map, opporutnties for TCL to address the business imperatives/ challenges, customer spends, competitive landscape, detailed action plan covering the deal cycle and health of the account in terms of CSAT/ NPS and Revenue growth

Opportunity Identification & Qualification

In depth understanding of Client environment and challenges, priorities and business imperatives. Build compelling value propositions straddling across technology and business, impacting client business and financial metrics. Position TCL as a strategic partner for their digital transformation. Build Deep Relationships with CXOs, Key Sr Level customer decision makers and influencers. Review opportunities identified by solution architects and define action plan for sales pursuit in conjunction with team; Conduct workshops with senior management of key client organizations with solution engineering, business development managers, product managers; Discuss potential partnerships to address requirements of client organization; company product/service portfolio to clients; Engage with clients, as required, in pre-RFP level to define requirements; Participate in discussions with project leads and project managers in client organization periodically as required; Meet up with key stakeholders in the client organizations to maintain and manage relationship.

Pursuit closure

Lead Client Negotiations, Manage deal progression and deal closure by ensuring allignment amongst cross functional teams. Review solutioning for client requirements for complex high-value deals and help in articulating the unique value to the customer; Drive and guide the team on commercials based on market/budget/competitor pricing; team wth other regions as need to cover the key Execs to ensure that TCL is best positioned to win.

Governance and Candences

Conduct periodic reviews with team to discuss and action account-wise progress; Discuss opportunity pipeline and opportunity mining; Identify need for resource support for specific opportunities; Track process adherence by team and provide feedback to team/individuals as required; Dessiminate relevant market intelligence through weekly meetings with cross-functional teams; Help Mitigate challenges around processes & implement potential improvements to produce and winning proposition with commercials & solutions engineering teams; Participate in formal review with program management to track delivery of orders; Conduct periodic reviews with collections around account-wise revenue realization.

Revenue Management

Work Closely with the CSM for the accounts to build and execute a strategy for renewals and retention to control churn. provide customer and competitive insights to build commercial and technical proposal. Lead the discussions during contract negotiations Execute plans for upsell and cross sell. Regular review of booked orders under delivery with Service delivery team to help remove obstacles for quick delivery to enable faster revenue realisation.
Technical Competencies Knowledge / Skills