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Sr. Manager - Sales - 14001

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Date: 27-Aug-2021

Location: California, United States

Company: Tata Communications

Job Family Descriptor

Developing the company’s long-range sales strategy and forecasting sales volumes for the entire organization, building customer and partner relationships, and territory planning and segmentation. Identify sales opportunities and conduct feasibility checks to ensure maximum conversion of these opportunities to generate revenue as per sales strategy/ targets. Positioning and promoting the partner value proposition, leading sales/account managers in the development and expansion of opportunities, and reinforcing existing relationships. Responsible for annual revenue quota booking with significant growth in subsequent years with an emphasis on the development of client relationships and customer delivery.

Broad outline of the Role

Develop sales plans to achieve annual target; Allocate targets to team based on nature of accounts and market dynamics.Monitor target achievement by account.Engage with key customers to understand their technical requirements and price points. Provide support to team where required for opportunity closure. May lead important projects that require providing experienced project team members with instruction, guidance and advice in all aspects of the project to ensure delivery of quality outcomes. Tactical role which provides a marked contribution to defining the direction of new products, processes, standards or operational plans based upon business strategy, with a significant mid term impact on business unit overall results. Identifies problems and significantly improves, changes or adapts existing method and techniques. Focus is on implementation and control rather than policy and strategy development. Impact of decisions made is short-mid in nature. May have involvement in regional projects, but as a team member rather than project leader. Education : Bachelor's Degree.  Experience :7-12 years in sales preferably in the telecom industry

In this role, you will operate as the lead deal maker and sales closer on complex IT infrastructure and cloud services applications. You will organize SMEs in the areas of network infrastructure services associated with digital transformation, unified communication/collaboration and managed Media services all under various enterprise operating models.  You will lead client negotiations, propose solutions to business IT and CXOs acting as the SPOC for all deal-progression activities. You will be required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions. You will lead multi-disciplined teams on integrating Tata products and services required to meet the client business needs. These deals are intended to increase Tata Communications revenues within the account.

Purpose - Broad objective of the role

Drive deep and strategic customer sales engagement in the assigned set of enterprise accounts. Complete account ownership and responsibility for new order booking (OB) and revenue growth. 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.

Operating Network - Key External

Operating Network - Key Internal

Size and Scope of Role - Financial

Size and Scope of Role - No. of direct reports

Size and Scope of Role - Total team size

Size and Scope of Role - Other size parameters

Minimum qualification & experience

Other knowledge/skills

Key Responsibilities

Technical Competencies

Knowledge / Skills

Communication Skills


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