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Associate Director - Sales - 15058

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Date: 01-Oct-2022

Location: Mumbai, India

Company: Tata Communications

Job Family Descriptor

Broad outline of the Role

Purpose - Broad objective of the role

External - Plan, lead and develop deeper and wider engagements with identified customers across multiple routes to market to create, identify and develop opportunities for multi product and multi solution sales incorporating new and growth services
Internal - Plan, lead and guide the team in achieving and exceeding the objectives for growth areas including but not limited to UCC, Mobility, Cloud /Security Solutions with the objective of
- maximizing orderbook (ACV) and revenues for the growth services for the company
- driving multi tower and multi product solutions for large complex and outsourcing opportunities
-  Securing long term sustainable large revenue stream contracts

Operating Network - Key External

Customers, technology vendors, suppliers, business partners, 3rd party solution partners

Operating Network - Key Internal

Regional Sales organization, Product Management, Marketing, Sales, Solution Engineering, Finance, Bid and Commercial Management and shared services

Size and Scope of Role - Financial

Gross ACV: 50-80 mn 

Size and Scope of Role - No. of direct reports

7 to 10

Size and Scope of Role - Total team size

7 to 10

Size and Scope of Role - Other size parameters

Handles sales and sourcing function for specific region

Minimum qualification & experience

An MBA with more than 10 years of experience in consultative selling in the industry, including strong ICT technical background - preferably in a multinational /global environment. Sales Management experience in managing sales activities through direct and matrixed resources. Experience in CXO level engagements and working with industry experts, partners, technology vendors.

Other knowledge/skills

People Management, Solution Selling, Hunting , Large deals, Consulting skills, sales, strategic thinking, and creativity and innovative solution making with strong technical and commercial orientation.

Key Responsibilities

Sales Strategy

Lead, define and implement  sales strategy and engagement models for solution specialists across different routes to market; Develop annual sales plans and targets in conjunction with the Regional Head and Product Management  Heads; Identify key service /solution partners  and establish relationships with senior management in the partner companies; Initiate discussions for large contracts in multi product solutions with new & existing customers; Monitor performance of teams on the business growth plans & approve adjustments, as and when required.

Business Development

Provide strategic direction to sales, own team and other stakeholders for identifying high-potential customers and building long-term alliances; Work closely with the BDMs for different RTMs in developing large, multi product solutions; Participate in negotiations/ meetings of complex/ large deals; Track all active opportunities and provide support to team in aspects like deal assessment & preparation of proposals & presentations; Review progress of the deals by involving in decisions related to contracts & pricing.

Market Development

Conduct reviews with product management on the development of services and capabilities in the growth areas to increase market relevance and value proposition for such services in the market. Assess and review the pricing and contract management approaches to increase broader penetration, win rate and profitable business for the company in the identified areas
Lead and provide direction to region-specific sales teams and solution specialists in opportunity identification & analysis and proposals preparation;  Manage relationships with senior management across customers, partners and TCL to address issues as needed; Involvement in negotiations and provide approvals for decisions related to contracts & its ongoing amendments, where required.

Team Development

Regularly review team structure and assess talent requirements; Participate in the recruitment and selection process; Conduct goal setting and performance review for the team; Drive team development, engagement and reward initiatives; Coach and mentor team members as required and ensure resolution of any people issues. Drive development of skills as needed for growth areas. Manage the sales funnel and resources to maximize productivity and efficiency in the business

Technical Competencies

Knowledge / Skills

Communication Skills

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