General Manager - Product Sales Specialistloud & Security Sales & Business Development) - B5101_2

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

Skills

• 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.

Principal Responsibilities

• Solution Sales & Business Development of Cloud, Edge & Managed services that result in delivering competitive services and achieving gross revenue targets for the region / territory.
• Develop a growth strategy for increasing quarterly order booking (OB) and gross revenues (GR) targets.
• Work with sales and account leadership to develop market expansion strategy including increasing penetration, targeting new segments / whitespaces.
• Work with sales and account teams to build client relationships around the product.
• Conduct account expansion programs including Account Based Plan
• Manage the regional go to market life cycle and market development for cloud, edge & hosting services.

...

• Evangelize and market thought leadership in the cloud, edge & hosting services for the region / territory and within market segments.
• Feedback from sales organizations on customer needs
• Work with marketing to promote products, conduct marketing campaigns, digital marketing.
• Responsible for customer success programs. Monitor and manage the service performance against key performance metrics including pricing, feature sets and customer uptake in market.
• Build high-performance product sales specialist teams.
• Negotiates tender and contract terms to meet both client and company needs.
• Lead and facilitate the development of the business case, pricing plans, value proposition, and positioning of these services for customer segments with CFT.

Integrate other service offerings such as security services, networks to provide compelling value proposition.

Size and Scope of Role - No. of direct reports

5-7

Experience / Qualifications

• Leadership skills across cross functional teams with strong orchestration and execution record

Proven track record of product and solutions sales management for cloud, edge and hosting services in the given region / territory

Specific experience in

• Knowledge and understanding of the technologies such as compute virtualization, networks, storage, servers and software systems and applications in context of Cloud, Edge & Hosting DC Solutions
• Development of value articulation, business financials & pricing analysis
• Produce high quality written product documentation, including solutions document, presentation, service scope and description & RFP / tender response.
• Present and participate at industry forums and events in the region highlighting and positioning Tata Communications Services in the Cloud, Edge & Hosting Services area.
• Excellent oral and written communication skills
• Proven track record of engagement development with key partner and vendor to maximize Tata Communications’ ability to provide total integrated solutions to clients
• Understanding of key business processes and supporting applications
• Bachelor’s degree in engineering required, MBA desired
• Creativity, flexibility, and openness to alternative approaches
• Able to develop and execute a clear and concise business plan to achieve the goals for the service lines

Key Result Areas (outcomes)

• Drive the development of Cloud, Edge & Hosting Services for the target region / market segments and geographies.
• Measure, monitor and manage the solution / product sales performance and value proposition throughout the life cycle.
• Achieve the financial objectives of the service offerings as defined in the business plan

Scope / Liabilities

• Responsibility for product sales, marketing, and business aspects of the product for cloud, edge & hosting services in region as designated
• Realization of defined strategic objectives and goals for the services
• Successful completion of the role will help towards increasing Tata Communications’ overall and cloud, edge & hosting services order booking, gross revenues.
• Achieve financial targets for cloud, edge & hosting services.

Management Responsibility

• Drive project-specific and cross functional teams across the organization for specific areas in the go to market, market development and delivery of the services offerings in the market.