Enterprise Sales Director

2 days ago

Rajkot, India Tata Communications Full time

About Us:

Tata Communications, a comm-tech player, enabling the digital transformation of enterprises globally. With a solution orientated approach and proven managed service capabilities and cutting-edge platforms, Tata Communications drives the next level of intelligence powered by cloud, mobility, IoT, collaboration, security, and network services.

  • Present in more than 200 countries and territories around the world
  • Serves over 7,000 customers globally that represent over 300 of the Fortune 500
  • Connects 4 out of 5 mobile subscribers worldwide.
  • Connects businesses to 60% of the worlds cloud giants.
  • Operates the largest wholly owned and most advanced subsea fibre network which underpins the internet backbone, where its network carries around 30% of the worlds internet routes.
  • Its Internet of Things network in India will be the worlds largest network of its kind, spanning nearly 2,000 communities and touching over 400 million people.
  • Listed on both the Bombay Stock Exchange and the National Stock Exchange of India with a market capitalization of USD 2.72 bn.


Purpose of your Role:

1. Drive achievement of sales targets through sales planning, identification, qualification, and closure of sales opportunities for all enterprise accounts within the specific region.

2. Ensure an increase in revenue from key accounts.

3. Provide inputs to the Region Head regarding target setting for Enterprise Accounts based on market focus. Allocate targets to the team according to account nature and market dynamics. Develop sales roadmaps for accounts under purview and provide input to teams around specific action plans for account sets.

4. Review opportunities identified by solution architects and define action plans for sales pursuits in conjunction with the team. Conduct workshops with senior management of key client organizations, involving solution engineering, business development managers, and product managers. Discuss potential partnerships to address client organization requirements. Present the company's product/service portfolio to clients. Engage with clients, as required, at the pre-RFP level to define requirements. Participate in discussions with project leads and project managers in client organizations periodically as required. Meet with key stakeholders in client organizations to maintain and manage relationships.

5. Conduct periodic reviews with the team to discuss account-wise progress, opportunity pipelines, and opportunity mining. Identify the need for resource support for specific opportunities. Track process adherence by the team and provide feedback to team members or individuals as required. Discuss market intelligence through weekly meetings with cross-functional teams. Discuss challenges around processes and potential improvement areas with commercials and solutions engineering teams. Participate in formal reviews with program management to track the delivery of orders. Conduct periodic reviews with collections regarding account-wise revenue realization.

6. Regularly review team structure and assess talent requirements. Participate in the recruitment and selection process. Conduct goal setting and performance reviews for the team. Drive team development, engagement, and reward initiatives. Coach and mentor team members as required and ensure the resolution of any people issues.


Skills & Qualifications:

• 15-20 years of experience in selling Network, SD-WAN, SASE, Cloud Security, Mobility, Unified Communication or IoT solutions to Enterprise Customers.

• Bachelors in STEM field with a post graduate degree in marketing from a reputed institute.


Perks and benefits:

We offer a competitive salary and a comprehensive benefits package that includes:

  • Family healthcare
  • Incentive / Commissions
  • Flexible benefits program
  • Mobile allowance & Business Travel Reimbursement
  • Paid time off (including annual leave, medical leave, and other forms of leave)


We foster a work culture that values:

  • Strong work ethic
  • Open communication
  • Collaboration
  • Work-life balance


We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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