Director Sales (Network Transformation))

About the Function:

Sales Specialist function is a part of the sales team providing customer facing support to help our sales teams to exceeds the regional targets.

Purpose of the Role:

This role is part of overlay sales team responsible for identifying, creating and driving opportunities for for Secure Network Transformation solutions,  leveraging Tata Communications’ portfolio in this domain including SDWAN, MPLS, Internet WAN , Cloud security and Edge services  as well as an ecosystem of adjacent applications.

Key Responsibilities

Leader of the sales for Network  transformation opportunities, working in conjunction with account teams across all routes to market (direct, partner, SIs, & new logo).  Responsibility  for achievement of order bookings and revenue targets, and act as a lead representative for the services in the region.   The successful candidate will be self-motivated and will drive the sales of such opportunities, leveraging account management teams and business partners to grow market share and drive sales of our extensive portfolio.  The candidate will ensure continued sales growth for the services by:

• Working with sales team to provide support on qualified sales opportunities.
• Engagement with product teams to define and support non-standard requirements both in support of individual deals and in the longer-term roadmap.
• Maintaining close relationships with major vendor/partners in the region and leveraging them to Tata Communications’ advantage.  Partners include Cisco, Fortinet, Versa, Palo Alto and others.

Responsibilities Contd:

• Reporting: tracking and reporting on sales opportunity pipeline to facilitate opportunity management and accurate sales forecasting.
• Sales enablement: educating sales teams on the service offerings, value proposition, and sales process.
• Defining and executing business development and lead generation activities, and necessary planning and coordination with marketing, sales management, and other functions.
• Develop and execute customer-specific account plans along with Account Team, including regular account reviews.  Maintain relationships and grow business with all major customers.
• Identifying and reporting on local market dynamics and product requirements to assist product manager in defining appropriate strategies and pricing for the territory.  Provide input to product manager to support in the development of sales strategies, planning and forecasting, budgeting, and marketing, lead generation activities and new feature requirements.
• Account  charter includes all Asia Pacific Enterprise and new logo accounts for solutions like SDWAN, MPLS, Internet WAN, Cloud Security services and Edge Services.
• Represent Tata Communications at industry and customer event.
• Candidate must be willing to travel in the region with up to 40% travel time, work-from-home and travel restrictions permitting.

Size and Scope of Role

• Lead a team of 3-4 team members
• Mentor and guide virtual teams on day to day activities related to the services
• Be seen as the leader and single point of accountability for the services in market development and opportunity management process

Behavioral Skills:

• A technical seller that understands the secure   network transformation technology stack  and can convert this deep technical expertise into business acumen that our customers can easily absorb .
• Must be able to collaborate across stakeholders – Internally (e.g. Regional sales and sales leadership, Product, Marketing; Network Team, Service Delivery / Assurance / Management, Billing & Collections , Solutions Team) and Externally (e.g. Customers, Marketing Research, Customer forums, Partners, Suppliers OEM vendor teams)

Strong DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility