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Associate Director - Sales

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Date: 14-May-2021

Location: Germany, Germany

Company: Tata Communications

Summary

Automobile industry is transforming fast towards digitization and vehicle connectivity platforms are evolving as a focus area to significantly improve operating processes, deliver insights and enhance the driver and passenger experience. Vehicle connectivity is fast becoming a ‘must-have’, however, this connected revolution has also created new challenges and obstacles, like meeting cost objectives, managing multiple connectivity agreements, ensuring consistent coverage and more. Tata Communications MOVE™ Intelligent Connected Vehicle Platform abstracts this complexity to empower our customers with a unified, connected interface to monitor, control and get insight in today’s always-on world (more details on the platform at the following link: https://www.tatacommunications.com/automotive/ ).

Key Responsibilities

•    Execute against agreed go-to-market, sales activities, and revenue realization for identified key market segments with core focus on Connected Automotive space.  
•    Identify primary players within the Connected Automotive space (such as Tier 1 Automotive manufacturers / Device Manufacturers / SIs / Partners etc) and build relationships with key market influencers and thought leaders.
o    Must have a list of existing customer and decision maker contacts in Connected Automotive space such as with tier 1 automotive manufacturers in Germany and across Europe (likes of Volkswagen, Audi, BMW, Daimler, Opel, Porsche etc).
o    Must have worked with HQs of these OEMs but also with their international offices. 
•    Close complex sales agreements pertaining to the Connected Automotive services portfolio.
o    Must have an experience of closing complex deals with automotive players - deal value ranging from USD 5 Million to USD 15 Million+ (annual contract value).
o    Value Selling: Being able to balance traditional risk avoiding nature of OEM’s and need for change
o    Experience in selling transformational solutions / digitalization to automotive OEMs
•    Develop strategic account plans, as well as partner engagement approaches, that clearly define “win-win” strategies to accelerate customer acquisition and revenue growth.
•    Cultivate personal relationships with decision makers and key influencers within target customers that allow Tata Communications to participate in the customer’s strategy brainstorming—in advance of concluded plans and RFPs.
•    Work with cross-functional teams of bid managers, engineering, solution architects for customer opportunities and RFPs. 
 

Key Requirements

•    Minimum 12+ years of work experience in Connected Automotive Platforms, Mobility, IOT space.
•    Excellent oral and written communications skills in German and English.  Ability to deliver insightful recommendations in a persuasive and thoughtful manner.
•    Must have desire to succeed in a demanding, innovative, and entrepreneurial environment, and should be able to operate independently with self-motivation.
•    Must have a basic technical understanding of mobile networks, connectivity management services, IOT devices, and cloud eco system.
•    Proven track record of building successful Sales / Business Development relationships with automotive customers.
•    Experience in developing effective sales tools with regards to account engagement and customer proposals.
•    Success in managing multiple complex projects concurrently and delivering results under tight timelines.
•    Relationship-builder who is solutions-oriented; strong personal initiative and good judgment.
•    Demonstrated creative problem-solving orientation.  Ability to uncover and deconstruct complex business problems and opportunities.


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