Sr Manager - Product Sales

Purpose of the Role:

The Network Sales Solution Specialist serves as our customers digital transformation advisor and is responsible for leading/managing/coaching business development activities leading to revenue growth in North Asia (namely China, Taiwan & Hong Kong). The Solution Specialist manages Network opportunities through all stages of the sales cycle from co-creation through implementation, with significant input into deal strategy, commercial strategy, contact strategy and closing strategy on assigned opportunities. You will work closely with all types of Network customers, partners and internal Tata stakeholders and account managers across the North Asia region.

Technologies: SDWAN, Cloud Security, SASE, Edge services, Network services.

Key Responsibilities:

Sales Opportunity Management:
• Drive the regional Network pipeline.
• Accurately forecast opportunities in collaboration with regional sales teams
• Act as an authoritative council in Deal Review / Win Strategy review to ensure sales plans are aligned to GTM initiatives for Network Tower.

Business Development:
• Working in a matrixed managed environment, executes comprehensive sales strategies to win new business from the companies most significant target accounts. Negotiates and closes new sales opportunities in an overlay capacity.
• Broadens and deepens new logo customer experience and relationships, gaining strategic and lead positioning within the customer sales cycle.

Organization Leadership:
• Maintain strong working practises with product organisation, to help drive strategy and product improvement.
• Provide input to North Asia Sales leadership relating to trends and changes taking place within the customer’s organization, make recommendations about future courses of action necessary of the company towards improving its position with the customer.
• Demonstrates a balance of strategic and tactical thought leadership, be seen as an inspiration to the account director community. Provide adjacent learning and one the job coaching to the wider matrix managed teams.

You have experience in:

10 years of experience leading and negotiating large and complex deals in a direct or overlay capacity with the following skills:
• Disciplined in business-management, meeting sales targets and operational standards. Mentors other sellers towards a "challenger mentality" by prompting them to engage the customer early with new insights. Demonstrated experience influencing senior stakeholders within customer and own organization.
• Proven record of coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and; coaching the customer through business case creation, approval, and stakeholder buy-in.
• Has credibility with key decision makers within our customers. Ability to influence target decision makers such as Business Decision Makers, Operational Technology Leaders, CIO, etc.
• Strong relationship building, negotiation, organizational, presentation, written, and verbal communication skills.
• Ability to effectively collaborate across teams and drive meaningful outcomes.
• Knowledge of Enterprise Network Landscape: Strong understanding of latest trends in enterprise networking space, including the competitive landscape Tata Communications operates within.

Minimum qualification & experience

• Bachelor's and/or equivalent experience. MBA or equivalent preferred.
• 10+ years of enterprise sales experience.
• Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.

Size and Scope of Role - Total team size

Other knowledge/skills

Key Responsibilities

Technical Competencies

Knowledge / Skills