Deputy General Manager-Sales

Job Family Descriptor

Define strategy for product growth by driving cross functional teams building key relationships with Clevel executives and showcasing offerings to our potential customers working closely with the Sales account teams and Solutions to lead conversations about how are services can transform our customers organizations establish the value proposition of TCLs solutions portfolio for all products including Edge SDAWAN Security UCC Network MMX etc with propsects and customers partner with other functional teams across ProductCompliance Operations and Enablement to remove barriers and ensure flawless execution and success of the customer engagement Combine both Sales and Technical knowledge to engage develop and execute plan Collaborate with Sales Solutions SME production commercial and marketing team to meet ustomer requirements and Revenue Able to translate business information from customer and Provide insights to Solutions SME and product to enable development of proposal

Broad outline of the Role

Define strategy for product growth by driving cross functional teams building key relationships with C level executives and showcasing offerings to our potential customers working closely with the Sales account teams and Solutions to lead conversations about how are services can transform our customers organizations establish the value proposition of TCL s solutions portfolio for all products including Edge SDAWAN Security UCC Network MMX etc with propsects and customers partner with other functional teams across Product Compliance Operations and Enablement to remove barriers and ensure flawless execution and success of the customer engagement Combine both Sales and Technical knowledge to engage develop and execute plan Collaborate with Sales Solutions SME production commercial and marketing team to meet ustomer requirements and Revenue Able to translate business information from customer and Provide insights to Solutions SME and product to enable development of proposal Education Engineer MBA Experience 7 12 years in sales preferably in the telecom industry

Purpose - Broad objective of the role

As a Cloud & Infrastructure Solutions  Sales Specialist, you will be define the strategy for cloud services growth in your region (segment), position Cloud services & Consult customers to adopt and migrate their infrastructure on suitable platform, recommend the right approach for cloud journey, drive and achieve the Sales ORDER BOOK & REVENUE Targets in the assigned segment, engage with cross-functional teams to develop customer proposal, establish and manage key relationships with C-level executives, and make presentations and drive customer workshops. You'll work closely with Sales account teams and Solutions to lead conversations about how are services can transform our customers’ organizations. You will also partner with other functional teams across Product, Commercial desk, Alliances, Sales Operations, and remove barriers and ensure flawless execution and success of the customer engagement.

 

The ideal candidate will possess both Sales and Technical knowledge that enables him or her to engage, develop and execute plan, to meet Order and Revenue objectives.

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

13+ years significant industry knowledge and experience in hosting/cloud selling.

• Relevant cloud certification for sales professional will be advantage.

• Must show demonstrable experience in developing C-level relationships: demonstrate business acumen in presenting solutions on an ROI basis, strategies, successful penetration of new accounts, and building successful client relationships across an entire spectrum of buyers, influencers and C-Level decision makers across a broad spectrum of solutions

Other knowledge/skills

Excellent communications, presentation and cross-functional collaboration skills.

• Ambitious, self-driven, go-getter, risk-taker, persuader and influencer.

• Contract negotiation & objection handling Skills for win-win relationship

• Extensive customer contact and Professional network.

You are:

Entrepreneurial: You spot opportunities to drive growth for our brand and our customers, making sure the Tata Communications brand is always protected, enhanced, and elevated

Proactive and open: As a team, we embrace new ideas, challenges and change with positivity and a hands on approach

Key Responsibilities

Develop and Execute segment plan to meet and exceed Order book & Revenue targets.

• Effectively position TATA Comm Hosting, Cloud and Infrastructure Services

• Opportunity Identification and development to closure (Hunting).

• Create & articulate compelling value propositions for Tata Communications

• Make and deliver compelling presentations, conduct workshops and able to influence

decision makers

• Maintain record of qualified funnel and be able forecast deal closures

• Collaborate with Sales, Solutions, SME, production, commercial and marketing team to meet customer requirements.

• Establish regional alliances with OEMs, AWS, Azure & Google Cloud to develop market and segments.

• Able to translate business information from customer and Provide insights to Solutions, SME and product to enable development of proposal

• Drive customer response from cross functional teams and own the outcome.

• Provide Market insights and competition updates to stakeholders

Technical Competencies

Technical expertise and Selling background for Server, Storage, Virtualization, Cloud (AWS, AZURE) and hosting services.

• Understanding and knowledge of Infrastructure as a service tools & terminologies

• Field sales experience for Hardware, Software & Infrastructure services

• Sound understanding of Financial modeling (IRR,NPV) and ability to structure the deals

• Expertise in cloud stack elements: Hardware/Software Defined Infrastructure, Data Storage, Data / Application Platform, Security, Data Center Facilities

• Functional understanding of key technologies and trends in the cloud domain; bi-modal IT, containerization, software defined technology, hybrid cloud operating models, etc.

Understanding of competitive landscape in this space.

Knowledge / Skills