• Responsible for Product life cycle management for B2B business & B2B & ISP sales stages (Lead-to-Cash) while ensuring Pipeline velocity, Win rate, YoY revenue growth, EBITDA, ARPA, Capex/Opex efficiency, and Profit margins of the business unit.
• Manage the Analytics Roadmap for Commercial function covering Analytical tools utilization, Manpower training & Business performance reporting.
• Responsible for budget co-ordination of the entire commercial function( Mass Market/ B2B) including developing 5 year financial planning across Voice/ Data/ VAS/Digital/ B2B/ ISP/Other Digital streams including bottoms-up planning of key revenue drivers including AMPU/ARPU/ EPPM(MB)/MOU(MB)/Subs KPIs/ISP rates.
• Responsible for scenario modelling (What if simulations), variance analysis & Long range planning of Commercial functions (including ISP).
• Responsible for publishing critical revenue impacting reports including Commercial Management reports/ Group reports/ revenue reports/Market Share reports, board presentations.
• Lead the shift from a traditional telco model to a Solution Provider(techco) model, focusing on "Connectivity & Beyond" and “Digital First”.
• Responsible for ensuring strategic shift from ISP Wholesale model to Direct Model covering FTTH/ PTP/ 4G Connect ecosystem.
• Subject matter expert in FLD (Fixed Line data) products including MPLS, SD-WAN, Managed WIFI, Leased Circuits.
• Subject matter expert in Enterprise mobility products including Location Tracking Solutions and Managed Mobility Solutions.
• Subject matter expert in IOT products including Integrated IOT, M2M and smart utility products.
• Subject matter expert in Managed security products including managed DDoS, Cloud Firewall, Web/Device security solutions.
• Subject matter expert in Colocation and Cloud managed Services including Data center solutions, Infrastructure colocation.
• Subject matter expert in Business Communication products including CPaaS, Toll free and SIP trunk solutions.
• Develop industry-specific solutions for key verticals including Ministries, Defense, Education and Digital Healthcare and execute Go-to-Market (GTM) plans, including precise segmentation, targeting, and value-based pricing strategies.
• Develop alliances with Strategic partners with regulatory clearance (Ex :AWS, Microsoft , Google, OEMs, and System Integrators) to deliver integrated B2B marketplace.
• Develop specific alliances to develop public cloud/ sovereign cloud products for key government verticals, banks and other prominent corporates.
• Ensure all B2B solutions meet modern standards for data sovereignty and advanced cybersecurity, aligning to the laws of the land.
• Oversee high-touch relationships with key corporate and government accounts to ensure long-term retention and expansion.
• Identify and capitalize on emerging B2B segments, including Large Enterprises, Mid-market, and the rapidly growing SMB sector.
• Design Business performance reporting schedule and ensure adherence within timelines.
• Responsible for handling 30 member B2B core team including B2B / ISP Sales & Operations & AI/ML analytical experts’ team.
