Senior Global Account Manager

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:

As a Senior Global Account Manager, you will be responsible for managing and growing our relationships with major OTT and Hyperscaler clients. This role involves handling their captive and corporate requirements by engaging with global customer contacts to position our digital fabric and generate a robust sales pipeline. A key focus will be on meeting and exceeding ACV and revenue targets.

• Drive sales growth across new and existing accounts by adding new revenue streams, acquiring new customers, or increasing product penetration.

• Take complete ownership of new order bookings and revenue generation for your assigned accounts.

• Achieve sales targets by developing sales plans, prospecting for new business, building strong customer relationships, and managing opportunities from identification to closure.

• Play a key tactical role in shaping operational plans based on the overall business strategy, with a significant impact on mid-term business results.

Key Responsibilities:

• Provide clear strategic direction and mentorship to unlock new revenue opportunities and maximize account potential.

• Design and delegate Go-to-Market (GTM) strategies aligned with business priorities and market dynamics.

• Ensure strong performance in account expansion, solution penetration, and customer engagement.

• Analyse business potential and develop sales plans and strategies to grow existing business, create new revenue streams, and acquire new clients.

• Build key relationships with decision-makers, influencers, and executive sponsors within client organizations.

• Create and manage a sales pipeline, including sales projections and revenue forecasts.

• Engage with key customers to understand their requirements and oversee the fulfilment process throughout the sales cycle.

• Develop strong account ownership by understanding the customer's strategic objectives, business requirements, and operational challenges.

• Drive cross-functional collaboration with teams such as technical solutions, bids and commercial, finance, products, and service delivery.

• This role may be an individual contributor or lead a small team.

Key Qualification & Experience:

• 08-15 years of experience in B2B and enterprise tech sales and operations.

• Strong experience in managing global accounts in a growth-focused sales environment.

• Deep domain expertise in Voice, UCaaS, CPaaS, and Omnichannel communication solutions.

• Strong leadership skills with a proven track record of scaling enterprise growth.

Perks and benefits:

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

• Family healthcare
• Uncapped Incentives
• 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.