Sr Manager - Enterprise Sales

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Date: 18 Nov 2023

Location: New Delhi, India

Company: Tata Communications

Job Family Descriptor

Developing the companys longrange sales strategy and forecast sales volumes for the entire organization build customer and partner relationships and conduct 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 Position and promote the partner value proposition Annual revenue quota booking roles Responsible for anchoring Account Relationship and Account Strategy in the assigned set of enterprise accounts through deep and strategic customer engagement Lead and own opportunity progress on CRM system Salesforcecom and manage deal progressionclosure by ensuring cross functional teams BD Teams Bid Management Solutions Legal Commercial etc collaboration Digital sales involves the use of virtual channels to reach out to prospects provide education and ultimately offer a solution that uniquely meets their needs The Digital Sales Representative DSR is a Quota Carrying role accountable for proactively prospecting new business opportunities upselling to existing customers and exceeding monthly quarterly and annual targets and maximizing revenue opportunity across the respective region in India The primary focus is on managing revenue and growing the Enterprise Business across geographies Manage and coordinate the overall operation of the BU to support large complex bids with customers Provide operations support to sales professionals in the areas of pricing bidding creating contractsproposals invoicing etc manage new initiativesopportunities that may involve coordination between the sales channel and other organizations such as Marketing Product Management IT etc Responsibilities may include but are not limited to the following Sales process activities of the business segment Billing Orders Agreements Bilaterals swaps Market Management etc coordinating between different teams or stitching together proposals and ensuring timely responses to RFPs

Broad outline of the Role

  • Drive sales of new and existing accounts by adding new revenue streams, acquiring new logos or through deep product penetration for the existing set of accounts. This implies complete ownership for driving new order booking (OB) and existing revenue, for the business or the assigned set of accounts. The role is responsible to drive achievement of sales targets (OB and revenue) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closures. This is a tactical role which contributes in defining the direction of the operating plans based on the business strategy, with a significant mid-term impact on business unit overall results.

Purpose - Broad objective of the role

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

  • Bachelors and/or equivalent experience. MBA or equivalent preferred. 7-12 years of enterprise sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.

Other knowledge/skills

  • Experience in sales motion cadence associated with forecasting, SFDC management, pipeline/funnel build
  • Extensive experience in building executive relationships with key customer stakeholders.
  • Expertise in drafting a Go to market plan/ customer acquisition strategy.

Key Responsibilities

  • Analysing the business potential, building the sales plan and strategies to grow existing business, develop new revenue streams and acquire new logos.
  • Building key stakeholder relationships, multi-function and multi-level connects with decision makers, influencers, and executive sponsors within the accounts/partner organization.
  • Building sales pipeline and manage sales projections and revenue forecasts.
  • Engaging with key customers to understand their requirements and own the fulfilment throughout the sale cycle.
  • Building account ownership through understanding of customers strategic objectives, business requirements, operational challenges, buying decisions, contractual process, internal dynamics and manage key stakeholder expectations.
  • Internally driving cross-functional teams such as technical Solutions, bids and commercial, finance, products, service delivery and operations
  • The role may be an individual contributor or may lead a small team.

Technical Competencies

Knowledge / Skills

Job Segment: Senior Product Manager, Telecom, Telecommunications, Product Manager, Operations, Technology, Marketing

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