Sr. Manager - Cloud Sales Specialist

Date: 5 Dec 2023

Location: Mumbai, India

Company: Tata Communications

Job Family Descriptor

TATA Communications Cloud and Security Business has complete suite of Infrastructure services that offer compute, storage, security, reliability, and scalability, running the full stack from infrastructure to applications across platforms and hardware. We enable cloud services on our ownt IZO Cloud Solutions as well as on AWS, AZURE & GCP and services Ranges from IaaS, PaaS etc

Broad outline 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 services are 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.

Purpose - Broad objective of the role

Operating Network - Key External

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

Operating Network - Key Internal

Skills of Solution Sales Specialist

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

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

• Field sales experience for Hardware, Software & Infrastructure services

• 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.

• Sound understanding of Financial modelling (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

Size and Scope of Role - Financial

A highly motivated, self-driven, performance oriented individual contributor who can work in a cross functional matrix organisation and deliver results.  He/she should possess Sound understanding of cloud and  infrastructure related technology . Proactive and hands-on, with strong business acumen and drive and determination to succeed

Size and Scope of Role - No. of direct reports

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

• Relevant cloud certification for sales professionals will be an 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.

Job Segment: Cloud, Marketing Manager, Sales Management, Virtualization, Technology, Marketing, Sales