Deputy General Manager - Sales (Sales) - B5101_2

Designation

DGM- Cloud & Hosting Sales Specialist

Reports to

Business Head – Cloud and Hosting Services

About the Function

TATA Communications Cloud and Security Business has complete suite of Infrastructure services that offer compute, storage, security, reliability and scalability, running the full stack from infrastructure to applications across platforms and hardware. We enable cloud services on our ownt IZO Cloud Solutions as well as on AWS, AZURE & GCP and services Ranges from IaaS, PaaS etc

Size and Scope of Role - Total team size

Purpose of the role

As a Cloud & Infrastructure Solutions  Sales Specialist, you will be define the strategy for cloud services growth in your region (segment), position Cloud services & Consult customers to adopt and migrate their infrastructure on suitable platform, recommend the right approach for cloud journey, drive and achieve the Sales ORDER BOOK & REVENUE Targets in the assigned segment, engage with cross-functional teams to develop customer proposal, establish and manage key relationships with C-level executives, and make presentations and drive customer workshops. You'll work closely with Sales account teams and Solutions to lead conversations about how are services can transform our customers’ organizations. You will also partner with other functional teams across Product, Commercial desk, Alliances, Sales Operations, and remove barriers and ensure flawless execution and success of the customer engagement.

The ideal candidate will possess both Sales and Technical knowledge that enables him or her to engage, develop and execute plan, to meet Order and Revenue objectives.

You will be

A highly motivated, self driven, performance oriented individual contributor who can work in a cross functional matrix organisation and deliver results.  He/She should possess Sound understanding of cloud and  infrastructure related technology . Proactive and hands-on, with strong business acumen and drive and determination to succeed.

You will be accountable for (Key Responsibilities)

Develop and Execute segment plan to meet and exceed Order book & Revenue targets.

• Effectively position TATA Comm Hosting, Cloud and Infrastructure Services

• Opportunity Identification and development to closure (Hunting).

• Create & articulate compelling value propositions for Tata Communications

• Make and deliver compelling presentations, conduct workshops and able to influence

decision makers

• Maintain record of qualified funnel and be able forecast deal closures

• Collaborate with Sales, Solutions, SME, production, commercial and marketing team to meet customer requirements.

• Establish regional alliances with OEMs, AWS, Azure & Google Cloud to develop market and segments.

• Able to translate business information from customer and Provide insights to Solutions, SME and product to enable development of proposal

• Drive customer response from cross functional teams and own the outcome.

• Provide Market insights and competition updates to stakeholders

Skills of Solution Sales Specialist

• Technical expertise and Selling background for Server, Storage, Virtualization, Cloud (AWS, AZURE) and hosting services.

• Understanding and knowledge of Infrastructure as a service tools & terminologies

• Field sales experience for Hardware, Software & Infrastructure services

• Excellent communications, presentation and cross-functional collaboration skills.

• Ambitious, self-driven, go-getter, risk-taker, persuader and influencer.

• Contract negotiation & objection handling Skills for win-win relationship

• Extensive customer contact and Professional network.

• Sound understanding of Financial modeling (IRR,NPV) and ability to structure the deals

• Expertise in cloud stack elements: Hardware/Software Defined Infrastructure, Data Storage, Data / Application Platform, Security, Data Center Facilities

• Functional understanding of key technologies and trends in the cloud domain; bi-modal IT, containerization, software defined technology, hybrid cloud operating models, etc.

Understanding of competitive landscape in this space.