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Sr. Manager - Sales - Paris

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Date: 05-Feb-2021

Location: Paris, France

Company: Tata Communications

About the Function

Customer Success Group - Account Management/ Sr. Manager – Enterprise Sales

Purpose of your Role

•    Drive strategic customer engagement for enterprise account.
•    Understand Customer’s Industry landscape / context
•    Identify & develop large opportunities and pursue closure while working with the customer success team

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 the 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. 
•    Deliver Order Book & Revenue Targets for the year quarter on quarter in your assigned accounts.
•    Solution Selling Approach by Putting across Tata Communications Point of View in the minds of customer.
•    Ability to work on large complex deals and make connects with CXO levels in customer organisation. 
•    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 product & solutions team, setting up periodic bid calls between, sales, legal, commercial, solution & product to propose the desired solution to customer, priortize on key opportunities to gain faster closures.
•    Monitor lead and opportunity progress on CRM system Salesforce.com. Creating account development plans driving large deal closure with teams participating accross support functions  Using C level mapping for faster closures.
•    Develop existing customer base through appropriate propositions and ethical sales methods and drive improvement in NPS (Net Promoter Scores)
•    Track and report market and competitor activities and provide relevant updates / reports
•    Constant upgrade of skills by acquiring all Role based curriculam recommended Trainings & Certifications.

You Are (behaviours to display)

•    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

You have experience in

•    B.E. / B.tech Or MCA with Masters Degree in Management from a premier institute with 8- 12 years of enterprise sales and account management experience. This include min of 5 years of experience working in Technology Product Sales. 
•    Should have worked with Cloud, IT/SI/Telecom organizations in account management role.
•    Must have experience in working with Large enterprise environment
•    Any specialization in networking , past experience in technical/telecom solutions sales would be preferred 
•    Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations)
•    Any Technical Sales Certification in Cloud , Hosting , Security , SDWAN, UCC & Mananged Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management; Certification in Program Management would be an added advantage.

•    Certified in Account Management;  Certified Sales Specialist by Cisco /MS would be preffred. Certified in relationship management or large deals management would be an added advantage.
•    The candidate needs to be located in France
•    Fluent in French and English


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