Manager - Sales (Sales) - B3201_1

Job Family Descriptor

Tata Communications is a USD $3.2 billion (FY13) global communications and enterprise IT service provider that owns and operates the world’s most advanced subsea cable network, delivering first-class infrastructure, enterprise solutions and partnerships to carriers and businesses worldwide.

Tata Communications is a leading global provider of A New World of Communications.™ Join our global team of professionals and specialists in bringing solutions to life for customers worldwide.

Minimum qualification & experience

• 10+ years of Sales and Business Development experience in telecommunications industry with relevant Service Provider and Enterprise experience
• Bachelor of Engineering (B.E) from premier Engineering Institute; preferably in Telecommunications / IT
• Masters in Business Administration (MBA) or any other specialized field is an added qualification
• Work experience in South UAE is an advantage
• Experience in managing CXO level and senior executive relationships and driving Sales, Business Development, Presales teams
• Working knowledge of Network Engineering, Service Delivery and Service Assurance processes and operations is an advantage
• Flexibility and adaptability to handle diverse cultures and working environments
• Prior experience of selling Managed Network, Security, Cloud, UCC, IoT is an advantage

Other knowledge/skills

• Experience in SFDC management, pipeline/funnel build
• Account management and sales experience
• Demonstrable ability to create and give business and technical presentations and demos.?
• Demonstrated experience in gathering and understanding customer business requirements.?

Key Responsibilities

• Build regional strategy and sales plans to achieve annual sales and revenue target through Service Provider and Enterprise accounts
• Prime deliverables are managing key stakeholders in customers’ ecosystem, build new business, manage and grow existing business, add new revenue streams through bundled services and acquire new logos
• Sales cum BD activities include growing the pipeline to sell core (Network services) and growth (Managed Services) along with funnel generation, MIS, sales and revenue forecasting, collections
• Identify potential & niche GTM partners to build the enterprise ecosystem
• Engage with key customers to understand their strategic objectives, assess their needs and operational requirements
• Build key stakeholder relationships, multi-function and multi-level connects with decision makers, influencers and exec sponsors within key accounts.
• Closely align with and drive cross-functional teams such as Technical Solutions, Bids and Commercial, Finance, Products, Service Delivery and Operations 
• Track ICT environment in the region, regulatory changes, market dynamics, industry trends, competitive activities and build market intelligence

• Create transformational opportunities by deeply understanding customer’s ecosystem which includes their business, systems and processes

Technical Competencies