Role About the Function Customer Success Group - Account Management Media Services account team is responsible for increasing the TOP line. Help penetrate new services and establish new sub segments within themedia industry - Gaming, Ed-tech, E-sports, Sports, LIVE broadcasting. Purpose of your Role Drive deep and strategic customer engagement in the assigned set of enterprise accounts in the Media & Entertainment industry. To understandthe Customer's Industry landscape/context, to identify & develop large opportunities and pursue closure while working with the customersuccess team to deliver outstanding customer experience . Mapping top CxO within a defined set of accounts/segment . Identify business opportunities . Collaborate within the organization to deliver solutions to customers meeting opportunity . Drive strategic customer interactions translating to large opportunities . Achieve set targets for the region . Establish and penetrate Tata communications services in assigned geography/territory . Drive Over-the-top (OTT) opportunities with strategic customer mapping requirements with product/services suite . Establishing Media & entertainment services new age services within the assigned territory/segment. . Customer evangelist You will be accountable for (Key Responsibilities) . Develop a long-term (2-3 years) strategic account plan by understanding the customers' business, their current landscape, and areas where TCL can contribute. . Aim to increase TCL's wallet share and position TCL as a strategic partner for their digital transformation. . Identifying opportunities for large engagements (multi-tower, multi-year, multi-products) and developing pursuit strategies. . Ability to work on large complex deals and make connections with CXO levels in customer organization. . Lead client negotiations, manage deal progression, and deal closure by ensuring cross-functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial,etc.) are well aligned in stitching a deal together for the customer . Proactively identify the problem area internally with the product & solutions team, setting up periodic bid calls between, sales, legal, commercial, solution & productto propose the desired solution to customers, and prioritize on key opportunities to gain faster closures. Minimum qualification & experience Bachelors and/or equivalent experience. MBA from tier 1 or 2 institute. 5+ years of total work experience. Preferred work background is Enterprise/B2B Sales, Account Management and Business Development. Experience in ProductManagement or Product Marketing is also appreciated Special preference to candidates with work experience and/or interest in the Media, Entertainment & Sports industry - broadcast,OTT, live sports, gaming & esports, edtech segments Any Technical Sales Certification in Media Technologies, Cloud and Network/Connectivity services would be preferred. CertifiedTechnology Consultant Certified Technical Sales Professional Certified in Data Analytics & Management like accreditations would bean added advantage You Are (behaviours to display - DRIVE) Must be able to collaborate across stakeholders - Internally (Product, Marketing Networks Team, CSO - Service Management, Billing & Collections, SolutionsTeam, etc) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc) Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc Excellent command on Industry footprints & great product knowledge would be an additional advantage. Highlight DRIVE behaviours - Accountability & Ownership, Collaboration, Innovation & Agility
