GN-IC-Comms and Media-B2B Growth-Manager

Job Description Template

Job Title -  S&C GN Comms and Media - Manager - Grow B2B Capability

Management Level : 7 - Manager

Location: Bangalore/ Gurgaon/Pune

Must have skills: Telecom Industry Expertise, B2B domain expertise for product innovation, business model transformation and sales acceleration

Job Summary:

As part of Accenture Comms and Media, work with leading global clients on end-to-end projects, delivering management and technology consultancy to drive profitability, quality, and reliability. This role brings deep industry expertise in the Telco B2B domain, enabling clients to enhance their business strategies in one or more of the following areas:

• Product Portfolio Evolution: Expanding core connectivity offerings into "Connectivity++" solutions by integrating 5G FWA, Private 5G, SD WAN, Edge Computing, and Data Centers with traditional connectivity services. Additionally, leveraging strategic partnerships with ISVs, Hyperscalers, and System Integrators to move beyond conventional connectivity and deliver horizontal solutions in IoT, cybersecurity (SASE,API security etc.), and AI. These capabilities are further extended to develop industry-specific solutions for adjacent sectors such as Finance, Smart Cities, and Utilities.
• Business Model Transformation: Driving the transition from low-margin value chains such as direct sales and reselling models to high-margin configurations, including managed services where Telcos provide ICT services. Additionally, enabling the expansion of platform-based offerings beyond the telecom industry to drive growth in adjacent industry space
• Sales Acceleration: Enhancing B2B sales effectiveness by leveraging Data & AI-driven tools and adopting consultative selling approaches to accelerate revenue growth

Roles & Responsibilities:

1. Project Delivery:

• Deliver management consulting projects for global clients, by independently leading a small to medium-sized teams to drive value creation across B2B segments, including large enterprises, mid-market, and SMBs.
• Lead client engagements such as workshops to gather requirements, obtain feedback, and drive stakeholder alignment.
• Deliver market and competitive assessments to help telecom clients define their future growth strategies, transforming their existing product portfolios to meet evolving B2B demands.
• Develop detailed product roadmaps, followed by use case design and business case evaluation for opportunity assessment.
• Collaborate with cross-functional teams to implement product roadmaps using agile methodologies.
• Define offering strategies by exploring bundling opportunities with ecosystem partners and providing a framework for partnership evaluation and operating models.
• Develop bundling and pricing strategies to maximize customer value and revenue growth.
• Create Go-to-Market (GTM) strategies for market entry and expansion, including market assessments, opportunity sizing, target segment definition, channel strategy, and customer success planning

2. Business Development:

• Identify and convert opportunities by developing relationships with Account Teams and Leadership
• Harness extensive knowledge combined with an integrated suite of methods, people and assets to help account teams in solutioning for new projects/extensions
• Contribute to demand generation, support team building and in keeping them chargeable on client projects
• Lead proposals, business development efforts and coordinate with other colleagues to create consensus-driven deliverables.

3. Practice Development:

Lead development of assets, methodologies, point of views, research, and white papers to enhance team capabilities and drive Thought leadership within the broader community

Professional & Technical Skills:

• Must have lead delivery of multiple projects in Telecom Industry B2B domain in areas such as product innovation, business model transformation, or sales acceleration.
• Strong understanding of Telecom B2B process design and optimization across the value chain, including Lead-to-Cash and Trouble-to-Resolve
• Strong understanding of Telecom industry B2B product suite and expansion through use case design in connectivity ++ (Private 5G, Data Center, Edge etc.), horizontal (Cloud, IoT, Cybersecurity, AI & Analytics) and vertical industry (Smart City, Industry 4.0, Retail etc.) solutions
• Experience in new business models in at least one of the following areas: B2B marketplaces, NaaS (Network-as-a-Service), GPU-as-a-Service, AdTech, Private 5G, or telco data-enabled products
• Must have an understanding of AI-enabled product and service models, particularly in AI infrastructure areas such as GPU-as-a-Service
• Should have deep understanding of the B2B full-cycle sales stages along with use of data and AI-driven insights to optimize each stage for sales acceleration.
• Deep expertise in Telecom B2B domain value architecting, business case preparation, value realization
• Experience in crafting B2B GTM strategy for market entry and expansion with strong understanding of segmentation, targeting and positioning concepts
• Strong analytical and problem-solving skills, with experience in structuring and delivering consulting engagements
• Excellent communication and presentation skills for executive-level discussions
• Experience of leading design thinking workshops
• Experience in agile related tools like JIRA Confluence/Rally/MS Projects
• Understanding of lean concepts and hands-on experience in delivering technology-driven B2B business transformation projects using agile practices such as Scrum, Kanban, SAFe, etc.