International Business Development & Key Accounts

1 About Exicom
Headquartered 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 Purpose
The 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.
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Key Responsibilities
A. 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, Tower Cos, 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…