International Business Development & Key Accounts

1 About ExicomHeadquartered in New Delhi, India, Exicom is a listed power management solutions company with a global presence across Critical Power and EV Charging. Founded in 1994, Exicom has a presence across 50+ countries through these businesses.The Critical Power business provides solutions for telecom and other critical infrastructure applications, including high-efficiency -48V SMPS/DC Power Systems, Li-ion Battery Systems, BMS and Energy Storage Solutions. Exicom is expanding its international footprint through direct customer engagement, strategic partnerships, system integrators, distributors and local market relationships.2 Role PurposeThe Senior Manager – International Business Development & Key Accounts will build and grow Exicom’s international Critical Power business across assigned global markets. The role combines new business development, strategic account management, market development and solution selling, with ownership of order intake, revenue, profitability and customer relationships.The incumbent will identify and develop Telecom Operators, Tower Companies, System Integrators, EPCs, distributors and infrastructure solution providers; establish relationships with technical and commercial decision-makers; create market opportunities; influence specifications; develop RFQs/RFPs; and convert opportunities into sustainable business.The role will also expand existing strategic accounts through new applications, products, geographies and customer programs. Geography will not be restricted to a single region; the incumbent may own one or multiple international markets depending on business priorities and demonstrated capability.3 Key ResponsibilitiesA. International Business Development & Strategic Account Management• Identify priority markets, customers and applications for Exicom’s Critical Power portfolio and build market maps covering Telecom Operators, TowerCos, System Integrators, EPCs, distributors and other infrastructure customers.• Develop new customer relationships from initial engagement through qualification, business case development and conversion.• Build and execute market-entry strategies for new geographies and customer segments, including identification and development of local partners, distributors, agents and system integrators where required.• Generate qualified opportunities independently rather than relying only on inbound RFQs; establish and maintain a multi-year business pipeline for assigned markets.• Identify upcoming network rollouts, 4G/5G expansion, network modernization, energy-efficiency programs and replacement opportunities.• Act as the primary interface for commercial, technical and strategic customer matters and build relationships across CXO, procurement, technical, network, planning, operations and commercial teams.• Drive order intake, revenue, profitability and collection targets for assigned accounts.• Own the complete sales cycle from market mapping → lead generation → opportunity qualification → RFQ/RFP → techno-commercial proposal → negotiation → order closure → execution coordination.• Develop sales funnels and maintain accurate opportunity, order and revenue forecasts.B. Customer Technology & Specification Development• Engage with customer CTO, technology, network, infrastructure, engineering and planning teams to understand technology roadmaps and future requirements.• Position Exicom’s technology and product capabilities at the specification and solution-design stage and identify opportunities for technology trials, evaluations, PoCs and field deployments.• Work with Product Management and Engineering to translate customer requirements into competitive techno-commercial solutions.• Develop customer-specific value propositions around energy efficiency, lifecycle cost, reliability, footprint and total cost of ownership.• Track competitor technologies and installed bases and develop appropriate conversion strategies.C. Solution Selling – Telecom Power & Energy Solutions• Understand customer requirements and position appropriate solutions from Exicom’s portfolio, including SMPS/DC Power Systems, Li-ion Battery Systems, BMS, Energy Storage/BESS and telecom power solutions for 4G/5G networks.• Address indoor/outdoor telecom applications, data centres, shelters and other critical-power applications where relevant.• Participate in technical discussions, customer presentations, product demonstrations, trials and Proof-of-Concepts.D. Commercial & Contract Management• Lead commercial negotiations with strategic customers and partners.• Develop pricing proposals with internal stakeholders while protecting margin and profitability.• Negotiate payment terms, warranties, LDs, delivery commitments, service obligations and other contractual risks.• Conduct cost-to-serve and business-case analysis for strategic opportunities.• Ensure adherence to internal pricing, commercial approval and governance processes.• Monitor collections and work with Finance to resolve payment-related issues.E. Market & Competitive Intelligence• Monitor international market trends in telecom power, Li-ion batteries, energy storage and critical power systems.• Track competitor products, pricing, technology, partnerships, installed bases and market strategies.• Monitor customer network expansion, technology migration, energy-efficiency initiatives and CAPEX/OPEX priorities.• Provide market intelligence and customer feedback to Sales, Product and Business Leadership.• Identify emerging markets, applications and business opportunities.F. Key Success Measures• International order intake, revenue and gross contribution.• New customer acquisition and strategic account growth.• Qualified sales pipeline and pipeline coverage for assigned markets.• Conversion of RFQs/RFPs into orders and improvement in win rates.• New market/geography development and partner/channel development.• Customer specification, approval, trial and PoC wins.• Product and application expansion within existing accounts.• Collection and receivable performance.4 Ideal Candidate ProfileWe are looking for a commercially driven, technically oriented international business professional who can operate across both strategic account management and new business development.• Proven experience selling technically complex B2B products or solutions in international markets.• Strong customer-facing capability with Telecom Operators, Tower Companies, System Integrators, EPCs, distributors or large infrastructure customers.• Ability to create business in markets where Exicom may not yet have an established presence.• Ability to independently manage the complete sales cycle, from market development and lead generation through negotiation and order closure.• Confidence engaging with CXO, CTO, engineering, network, procurement and commercial stakeholders.• Strong commercial negotiation, business-case and forecasting capability.• Willingness and ability to travel internationally for customer engagement, business development, technical discussions, trials and partner development.• Demonstrated track record of business creation and account growth, not only account servicing.5 Qualifications & ExperienceEducation• B.E./B.Tech in Electrical, Electronics, Power Electronics, Energy or a related engineering discipline.• MBA / PGDM in Sales, Marketing or Business Management will be an added advantage.Experience• 10–18 years of experience in B2B sales, international business development, strategic account management or solution selling.• Experience in one or more of the following industries: Telecom Power Systems, SMPS/DC Power Systems, Li-ion Batteries, BESS/Energy Storage, UPS/Critical Power, Industrial Power Electronics, Power Conversion Systems or Industrial Electrical/Energy Solutions.• Strong experience in international customer management and business development.• Experience managing high-value, technically complex and multi-country projects/accounts is preferred.• Candidates currently working in India and managing international/global customers are encouraged to apply.Technical & Industry Background• Telecom DC Power / -48V Power Systems and telecom infrastructure/network power architecture.• SMPS / Rectifier Systems.• Li-ion Battery Systems and BMS.• Energy Storage / BESS.• UPS / Critical Power.• Power Electronics / Power Conversion.Customer Exposure• Telecom Operators and Tower Companies.• Network Equipment / Telecom Infrastructure Companies.• System Integrators and EPCs.• Global distributors serving the above product segments.6 Core Competencies• Consultative and solution selling with strong international B2B sales capability.• Strategic account planning, market development and new business acquisition.• Strong understanding of SMPS/DC Power Systems, Li-ion batteries/BMS and telecom power architecture.• Ability to interpret technical specifications, RFQs, SoWs and customer requirements.• Commercial negotiation, pricing, margin management and business-case analysis.• Ability to engage confidently with technical, engineering, network and CXO stakeholders.• Strong communication, presentation, forecasting and cross-functional coordination skills.• High ownership, independent market-development capability and execution orientation.7 Key RelationshipsInternal: Product Management | R&D / Engineering | Quality Assurance | Supply Chain / Procurement | Service & After-Sales | Finance & Commercial | Legal | Logistics / Export OperationsExternal: Telecom Operators | Tower Companies | System Integrators | EPCs | Distributors | Infrastructure Solution Providers | Technology and Engineering Stakeholders