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Sr. Manager Sales (Account Manager)

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Date: 19-Feb-2021

Location: Herndon, United States

Company: Tata Communications

Purpose of your Role


Drive deep and strategic prospecting in the assigned set of (New Logo) accounts. This role specifies a complete account ownership and responsibility for new order booking (OB) and revenues accruing from those orders. The requirement is to bring in new accounts by beating competition and displacing incumbents. Once penetrated, the goal will be to drive account level product penetration by upselling and cross selling into the account (improve product penetration ratio (PPR)). The role is responsible to drive achievement of sales targets (OB) through intelligent account 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)

•    Focus on large ($5-10M TCV), multi-tower deals within a targeted and named set of prospects that have been pre-selected as having ideal customer profiles.
•    Developing digital deal funnel with a focus on managed services and driving pursuit strategy on large opportunities whether through the RFP process or proactive proposals, to closure.
•    Attaining domain knowledge to be able to represent the companies value proposition at all levels within the prospect customers’ organization, especially at the executive level.
•    Sharp and continued focus on a structured approach to creating account development plans, including executive connect and contact plans and using account/industry level research to drive insight based selling into the targeted accounts.
•    Working with cross-functional teams to build the pipeline of qualified opportunities within the relevant product towers.
•    Ensuring revenue increases through newly acquired customers.
•    Achieving assigned order booking targets.
•    Maintaining account and opportunity level hygiene within Salesforce (CRM) and in other sales reports and updates for senior management

You have (Qualification and exp)


Minimum qualification & experience

  • Bachelors and/or equivalent experience. MBA or eqivalent preferred. Minimum 8 years of enterprise sales experience. Should have worked with technology services companies (telecom, 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.
  • Proficiency in MS Excel and MS Power point, to be able to conduct analysis, build insights and maintain reports and plans that can be presented to upper management


Desired Skill sets

  • Has significant experience (~ 10-15 years) in managing U.S. HQ’d Large Enterprise accounts.
  • Experience in sales motion cadence associated with forecasting, Salesforce management, pipeline/funnel build, reporting and executing with cross-functional teams
  • 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)

Job Segment: Sales Management, Account Manager, Telecom, Telecommunications, Sales, Technology