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Sr. Manager - Sales - 14001

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Date: 05-Nov-2020

Location: Mumbai, India

Company: Tata Communications

Broad objective of the role  

Usage Based Services - Tata Communications is world’s largest wholesale Voice carrier. Our network handles 1 out of every 10 international calls. We carry 32+ billion voice minutes annually. Interconnected with 2000+ operators, covering 70% of the world MNO. We have the most advance system, tools and process in the industry - including routing, and fraud management. 
UBS manages Wholesale Voice, A2P messaging and SCCP as part of Mobility portfolio. 
Strategic Sales for Europe with an objective is to promote "Concept selling" - lock-in voice minutes, A2P sms & SCCP contracts in long term deal. Participate in leadership dialogues to drive large deals/RFPs, partial outsourcing, managed termination, infrastructure, ITFS, LNS, DID, etc. 

Job Summary:

Tata Communications is looking for a successful and dynamic senior Sales manager who will cover big OTTs, CPaaS, MNOs, RSPs & Aggregator/Carriers for Wholesale Voice, A2P SMS & SCCP. The candidate will be expected to participate in leadership dialogues to drive business across the Americas. 
Developing the company’s long-range sales strategy and forecasting sales volumes for the entire organization, building customer and partner relationships, and territory planning and segmentation.  
Identify sales opportunities and conduct feasibility checks to ensure maximum conversion of these opportunities to generate revenue as per sales strategy/ targets. Positioning and promoting the partner value proposition, leading sales/account managers in the development and expansion of opportunities, and reinforcing existing relationships.  
Responsible for annual revenue quota booking with significant growth in subsequent years with an emphasis on the development of client relationships and customer delivery. 

Key Responsibilities
  • Analyze business potential, conceptualize & execute strategies to drive sales, enhance revenue and achieve assigned AOP numbers •
  • Increased RMS/Wallet Share by pitching Innovative Solutions such as LBS (Location Based Services), SMS Gateway & Wireless VPN Solutions •
  • Seasoned to handle/drive Cross Functional Teams to ensure fulfillment of common goals & objectives •
  • Integral part of CFT(Cross Functional Team) engagements infused for remittance of old receivables 
Key Account Management Activities
  • • Manage Key Accounts in European region for UBS product family Wholesale Voice, A2P SMS, SCCP  
  • Develop account plans and share with senior management.  
  • Manage Sales funnel pipeline and provide Sales Projections to senior management.
  • Drive discussions with customers to develop and grow partnerships.  
  • Guide the Business Development efforts for strategic sales, infra-structure solution sales.  
  • Work with Global Sales Group (GSG) to develop Voice/SMS and Data bundled solution proposal.  
  •  Develop & maintain strong CXO and operational level relationships with key personnel in assigned named accounts as well as industry peers.
  • Gather and share product and market intelligence  • • Guide an accurate, professional, consistent bid and contract management response process across customer engagements  
Minimum qualification & experience
  • The candidate must have 10 years of wholesale voice & A2P sms sales experience.
  •  Should understand the business dynamics, trends, systems & process intricacies regarding wholesale Pricing, routing and product features •  • Should have existing CXO relationship in the Wholesale Voice, A2P SMS & SCCP Segment in the Europe. • \
  • Should have a good understanding of the regulations and legal nuances of the business globally.  •
  • Proficiency in English a must, additional european language would be added advantage •
  • Handled complex deals apart from BAU trading of voice minutes. •
  • Strong negotiators and deal maker  •
  • Location – in Mumbai. So candidate should be ready to re-locate to Mumbai. • Preferably MBA (not must). 


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