Manager - Sales
Apply now »Date: 03-Apr-2021
Location: Singapore, Singapore
Company: Tata Communications
Job Family Descriptor
Broad outline of the Role
Drive deep and strategic customer engagement in the assigned set of enterprise accounts. To understand Customer’s Industry landscape / context, to identify & develop large opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience.
Job Responsibilities:
- Develop a long term (2-3 years) strategic account plan by understanding the customers business, their current landscape and areas where TCL can contribute . This is more of a farming role where candidate will be assigned majority of accounts with whom Tata Communications has existing relationship.
- Aim to increase the TCL’s wallet share and position TCL as a strategic partner for their digital transformation.
- Identifying opportunities for large engagements (multi-tower, multi-year, multi-products) and developing pursuit strategies.
- Deliver Order Book & Revenue Targets for the year quarter on quarter in your assigned accounts.
Drive deep and strategic customer engagement in the assigned set of enterprise accounts. To understand Customer’s Industry landscape / context, to identify & develop large opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience.
Purpose - Broad objective of the role
Operating Network - Key External
Operating Network - Key Internal
Size and Scope of Role - Financial
Size and Scope of Role - No. of direct reports
Size and Scope of Role - Total team size
Size and Scope of Role - Other size parameters
Minimum qualification & experience
- B.E. / B.tech Or MCA with Masters Degree in Management from a premier institute with over 5 years of enterprise sales and account management experience.
- Should have worked with Systems Integrators, Managed Services, Cloud, IT/Telecom organizations in account management role.
- Must have experience in working with Large enterprise environment
- Any specialization in networking , past experience in technical/telecom solutions sales would be preferred
- Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations)
Other knowledge/skills
Key Responsibilities
- Work with customer and internal stake holders to improve Net Promoter Score (NPS)
- Solution Selling Approach by Putting across Tata Communications Point of View in the minds of customer.
- Ability to work on large complex deals and make connects with CXO levels in customer organisation.
- Lead client negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are well aligned in stitching a deal together for the customer
- Proactively identify the problem area internally with product & solutions team, setting up periodic bid calls between, sales, legal, commercial, solution & product to propose the desired solution to customer, 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.
- 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
Technical Competencies
Knowledge / Skills
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Sales Management, Telecom, Telecommunications, Manager, Sales, Technology, Management