Manager - Large Accounts

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Date: 22 Nov 2023

Location: Hyderabad, India

Company: Tata Communications

Purpose of your Role

Drive deep and strategic customer engagement in the assigned set of Enterprise accounts. This specifies a complete account ownership and responsibility for new order booking (OB) and Revenue, growing into of the account.  The requirement is to have deeper penetration within accounts by beating and displacing incumbents where applicable. 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)

Main drivers for success:

  • Ensuring revenue increases through newly acquired customers and an incremental wallet share from or customers
  • Achieving assigned OB targets 
  • Market penetration and new account, and then cross-selling into account to improve PPR
  • Reducing churn over current market share
  • Developing digital deal funnel and driving pursuit strategy closure

Attaining domain knowledge, creating account development plans

You Are (Behaviours to display aligned to DRIVE)

A highly motivated, self-driven, performance-oriented individual contributor who can work in a cross-functional matrix organization and deliver results.  He/she should possess the Sound understanding of solution and infrastructure-related technology. Proactive and hands-on, with strong business acumen and drive, and determination to succeed.

You have (Qualification and exp)

Minimum qualification & experience

Bachelors and/or equivalent experience. MBA or equivalent preferred.

Minimum 6+ years of enterprise sales experience.

Must have to sell exposure of Cloyd & Security

Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role. 

Desired Skill sets 

  • Has significant experience (~ 6+ years) in managing Enterprise account
  • Must have sold Cloud, Security, Network etc. to B2B / Enterprise clients
  • Must be from SIs/OEM
  • Hyderabad Market Exposure Must
  • 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

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.

Size and Scope of Role - No. of direct reports

Individual Contributor

Job Segment: Cloud, Telecom, Telecommunications, Manager, MBA, Technology, Management

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