Associate Director - Sales (Sales)

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Date: 20 Nov 2023

Location: Santa Clara, United States

Company: Tata Communications

Key Responsibilities

Work with cross-functional teams and develop a winning strategy for the region

Achieve assigned Revenue and Order book quotas

Build and manage pipeline - Input, monitor, and update opportunities real time

Proactively identify upsell/cross-sell opportunities in the existing accounts. Aim to increase the TCL’s wallet share and position TCL as a strategic partner for their digital transformation.

Identify opportunities for large engagements (multi-tower, multi-year, multi-products) and develop pursuit strategies. Ability to work on large complex deals and make connects with CXO level customers.

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.

 Creating account development plans driving large deal closure with teams participating across 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

Constantly upgrade skills, stay ahead of the technology and product evolutions. Complete recommended Trainings & Certifications

Execute and manage the sales cycle to generate new solution sales within the current customer base

Develop and maintain up-to-date expert understanding of assigned solutions and relevant competitor solutions. Identify and present a clear value proposition to customers.

Research and actively identify emerging trends that influence TCL value proposition. Establish reputation with account buyers as a trusted advisor with industry and solution knowledge

Identify and coordinate timely involvement of sales operations resources in the sales cycle to improve efficiencies.


Technical Competencies

Experience in sales motion cadence associated with forecasting, Salesforce management, pipeline/funnel build, opportunity management, account management

Extensive experience in building CXO / executive level relationships in the Americas Expertise in drafting a strategic Go to Market plan/ customer acquisition strategy both at the territory level as well as at an individual account level

Technically astute to have meaningful conversations at all levels within the targeted accounts to build trust, and long-term relationship creating potential for repeat business

Job Segment: Sales Management, Sales Operations, Manager, Sales, Research, Management

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