Tata Communications | Senior Sales Manager
4 days ago
At Tata Communications, a digital ecosystem enabler, we enable 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 world’s 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 world’s internet routes.
• Its Internet of Things network in India will be the world’s 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 the Role:
The role is responsible to drive achievement of sales targets (OB and revenue) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closures. This is a tactical role which contributes in defining the direction of the operating plans based on the business strategy, with a significant mid-term impact on business unit overall results. Drive sales of new and existing accounts by adding new revenue streams, acquiring new logos or through deep product penetration for the existing set of accounts. This implies complete ownership for driving new order booking (OB) and existing revenue, for the business or the assigned set of accounts.
Key Responsibilities:
• Analysing the business potential, building the sales plan and strategies to grow existing business, develop new revenue streams and acquire new logos.
• Building key stakeholder relationships, multi-function and multi-level connects with decision makers, influencers, and executive sponsors within the accounts/partner organization.
• Building sales pipeline and manage sales projections and revenue forecasts.
• Engaging with key customers to understand their requirements and own the fulfilment throughout the sale cycle.
• Building account ownership through understanding of customer s strategic objectives, business requirements, operational challenges, buying decisions, contractual process, internal dynamics and manage key stakeholder expectations.
• Internally driving cross-functional teams such as technical Solutions, bids and commercial, finance, products, service delivery and operations
• The role may be an individual contributor or may lead a small team.
Qualification and Experience:
• 10+ years of Govt. & PSU sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.
• Experience in sales motion cadence associated with forecasting, SFDC management, pipeline/funnel build.
• Extensive experience in building executive relationships with key customer stakeholders.
• Expertise in drafting a Go to market plan/ customer acquisition strategy.
• Bachelor’s degree in engineering or science. Master’s degree in Strategy, Marketing or Operations is preferred.
We offer a competitive salary and a comprehensive benefits package that includes:
- Family healthcare
- Sales Inventive Plan
- Flexible benefits program
- 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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