Key Accounts

Found in: Talent IN C2 - 3 weeks ago

Mumbai, India Tata Communications Full time

About Tata Communications

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 capitalisation of USD 2.72 bn

Tata Communications is committed to being an equal opportunity workplace and to providing an inclusive environment to all employees. All employment decisions are made without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, or any other status protected by law.

Broad outline of the Role

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. 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.

Purpose - Broad objective of the role

Drive deep and strategic customer engagement in the assigned set of Enterprise accounts. This specifies complete account ownership and responsibility for new order booking (OB) and Revenue, growing into of the account. The requirement is to have deeper penetration within accounts by beating and displacing incumbents where applicable. This includes improving product penetration ratio (PPR). The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets. The seller will continually seek to increase wallet share within the targeted accounts and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio.

Size and Scope of Role - Total team size

Its an Individual Contributor Role

Minimum qualification & experience

10+ years of Sales and Business Development experience in telecommunications industry with relevant Enterprise experience into BFSI vertical

• Bachelor of Engineering (B.E) from premier Engineering Institute; preferably in Telecommunications / IT

• Masters in business administration (MBA) or any other specialized field is an added qualification

• Work experience in region Mumbai-West is must

• Experience in managing CXO level and senior executive relationships and driving Sales, Business Development, Presales teams

• Working knowledge of Network Engineering, Service Delivery and Service Assurance processes and operations is an advantage

•

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Flexibility and adaptability to handle diverse cultures and working environments

• Prior experience of selling Managed Network, Security, Cloud, UCC, IoT is an advantage.

Preferable Industry: SI or Telecom or Technology (Telecom Vertical), and Experience in managing Large Enterprise Accounts.

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