Sr Manager - Sales (Sales) - B4101_1

Role

• Sr Account Manager – Media Enabled Services (Region : Middle East)

About the Function

Customer Success Group - Account Management
Media Services account team is responsible for increasing the TOP line. Help penetrate new services and establish new sub segments within the media industry – Gaming, Ed-tech, E-sports, Sports, LIVE broadcasting.

Purpose of your Role

Drive deep and strategic customer engagement in the assigned set of enterprise accounts in the Media & Entertainment industry. To understand the 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

• Mapping top CxO within a defined set of accounts/segment
• Identify business opportunities
• Collaborate within the organization to deliver solutions to customers meeting opportunity
• Drive strategic customer interactions translating to large opportunities
• Achieve set targets for the region
• Establish and penetrate Tata communications services in assigned geography/territory
• Drive Over-the-top (OTT) opportunities with strategic customer mapping requirements with product/services suite
• Establishing Media & entertainment services new age services within the assigned territory/segment.
• Customer evangelist

You will be accountable for (Key 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.

• Aim to increase 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.

• Ability to work on large complex deals and make connections with CXO levels in customer organization.

• 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 the product & solutions team, setting up periodic bid calls between, sales, legal, commercial, solution & product to propose the desired solution to customers, and prioritize on key opportunities to gain faster closures.

Minimum qualification & experience

• Bachelors and/or equivalent experience. MBA from tier 1 or 2 institute. 1-3 years of total work experience.
• Preferred work background is Enterprise/B2B Sales, Account Management and Business Development. Experience in Product Management or Product Marketing is also appreciated
• Special preference to candidates with work experience and/or interest in the Media, Entertainment & Sports industry – broadcast, OTT, live sports, gaming & esports, edtech segments
• Any Technical Sales Certification in Media Technologies, Cloud and Network/Connectivity services would be preferred. Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditations would be an added advantage

You Are (behaviours to display - DRIVE)

• 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 Industry footprints & great product knowledge would be an additional advantage.
• Highlight DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility