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Sr. Manager - Sales - 14001

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Date: 17-Jul-2022

Location: London, United Kingdom

Company: Tata Communications

Purpose - Broad objective of the role

Drive engagement in the UK and Ireland accounts for Network Transformation.  Enhance TCL relevance to enterprise customers in collaboration with UK&I sales teams. To have a deep understanding of the enterprise network transformation market, to identify & develop opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience.

You will be accountable for (Key Responsibilities)

•    Support the development of a campaign plan for the Tata Communications for Network Transformation
•    Aim to increase the TCL’s wallet share and position TCL as a strategic provider of internet focussed converged network solutions
•    Identifying opportunities for large engagements and develop pursuit strategies
•    Deliver Revenue Targets and Pipeline Growth
•    Solution Selling Approach by putting across Tata Communications Point of View in the minds of customer in line with TCL processes and best pratice
•    Ability to work on large complex deals and make connects with CXO levels in customer organisations
•    Lead customer negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are  aligned in delivering winning propositions
•    Proactively identify the problem area internally with product & solutions team, setting up periodic calls between, sales, legal, commercial, solution & product to propose the desired solution to customers, priortize on key opportunities to gain faster closures.
•    Monitor lead and opportunity progress on CRM system Salesforce.com. Creating account development plans driving large deal closure with teams participating accross support functions  Using C level mapping for faster closures.
•    Drive pipeline development and work with TCS / SI channel teams to enhance routes to market
•    Develop existing customer base through appropriate propositions and ethical sales methods and drive improvement in NPS (Net Promoter Scores)
•    Track and report market and competitor activities and provide relevant updates / reports
•    Constant upgrade of skills by acquiring all Role based curriculam recommended Trainings & Certifications. 

You Are (behaviours to display)

•    Must be able to collaborate across stakeholders – Internally (Product, Marketing; Networks Team, CSO - Service Management, Billing & Collections , Solutions Team, etc) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc)
•    Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc  
•    Excellent command on networks transformation footprints & great product knowledge would be an additional advantage.
•    Highlight DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility

You have experience in

•    12+ years of enterprise sales and account management experience. This include min of 4 years of experience working in large scale network transformations.
•    Should have worked with Cloud, IT/SI/Telecom organizations in account management role.
•    Must have experience in working with global enterprise environment
•    Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations)
•    Any Technical Sales Certification in Cloud , Hosting , Security , SDWAN, UCC & Mananged Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management; Certification in Program Management would be an added advantage.
•    Certified in Account Management;   Certified in relationship management or large deals management would be an added advantage.
 


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