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Sr. Manager Sales (Enterprise Account Manager) Central

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Date: 10-Apr-2021

Location: Texas, United States

Company: Tata Communications

Purpose of your 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.


You will be accountable for (Key Responsibilities)

Tata is seeking an Information Technology Senior Account Manager. 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 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 and may include some or all of the following sample of solutions:

  • Global Network Services and Management
  • Cloud (hosted and managed services)
  • Mobility and IOT
  • UCC/Collaboration (customer experience, Teams)
  • Security

Additional Responsibilities will include:

  • Building Account Action Plans and Strategy Papers
  • Customer Mapping and Executive engagement
  • Leading customer presentations while describing Tata point of view, technology solution and proposal through a value-based sales approach
  • Collaborates with and acts as a liaison between our customers, sales, pre-sales solution development, commercial and delivery teams during the end-to-end engagement and sales process
  • Leading multi-disciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a request for information (RFI), request for proposal response (RFP), and statements of work (SOWs), and client proposals/ presentations


You have (Qualification and exp)

To be successful in this role you should have the ability to manage multiple accounts concurrently and develop pursuit strategies and support new business opportunities. This includes defining/qualifying sales opportunities, determining engagement scope and formulating potential client solutions. A solid technical and operational background in client end user workplace solutions, customer experience, infrastructure, security, messaging platforms/technologies and service management is beneficial.


Minimum qualification & experience

Bachelors and/or equivalent experience. MBA or equivalent preferred. Minimum 8 years of enterprise sales experience. Should have worked with technology services companies (managed services, hardware, software, applications, cloud services) in account management role.


Technical Competencies

Any Technical Sales Certification in Cloud , Hosting , Security , UCC & Managed Services would be preferred . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditations would be an added advantage .


Desired Skill sets

  • Has significant experience (~ 10-15 years) in managing U.S. based enterprise accounts
  • Experience in sales motion cadence associated with forecasting, SFDC management, pipeline/funnel build
  • Extensive experience in building executive relationships with key customer stakeholders
  • Expertise in drafting a Go to market plan/ customer acquisition strategy
  • Preferable Industry : Telecom or Technology (Telecom Vertical)

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