Sr Manager - Sales (Sales) - B4101_1

About the Team:

UBS or Usage Based Services - Tata Communications is world’s largest wholesale Voice carrier. Our network handles 1 out of every 10 international calls. 
We carry 32+ billion voice minutes annually. Interconnected with 2000+ operators, covering 70% of the world MNO. 
We have the most advance system, tools and process in the industry - including routing, and fraud management.
UBS manages Wholesale Voice & VAS, Mobile Core Portfolio – Signalling, Data Roaming, 5G Roaming, VOLTE Interworking, VAS and A2P messaging. 
Strategic Sales for Asia with an objective to promote "Concept selling" - lock-in voice minutes, Mobile Core & A2P messaging in long term deal. 
Participate in leadership dialogues to drive large deals/RFPs, partial outsourcing, managed termination, infrastructure, Anti-Fraud mitigation, ITFS, LNS, DID, SIP trunking etc.  

What We are looking for:

We are looking for a successful and dynamic senior Sales manager who will cover big OTTs, CPaaS, MNOs, RSPs & Aggregator/Carriers for Wholesale Voice, Mobile Core Portfolio & A2P SMS. The candidate will be expected to participate in leadership dialogues to drive business across the region.
Developing the company’s long-range sales strategy and forecasting sales volumes for the entire organization, building customer and partner relationships, and 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. Positioning and promoting the partner value proposition, leading sales/account managers in the development and expansion of opportunities and reinforcing existing relationships. 
Responsible for annual revenue quota booking with significant growth in subsequent years with an emphasis on the development of client relationships and customer delivery.

Key Responsibilities

•    Analyse business potential, conceptualize & execute strategies to drive sales, enhance revenue and achieve assigned AOP numbers
•    Increased RMS/Wallet Share by pitching Innovative Solutions such as infra-solution sales, partnership long-term deals, managing RFPs, bundled deals
•    Seasoned to handle/drive Cross Functional Teams to ensure fulfilment of common goals & objectives
•    Integral part of CFT(Cross Functional Team) engagements infused for remittance of old receivables
•    Manage Key Accounts in Asia region for UBS product family Wholesale Voice, Mobile Core , A2P Messaging  
•    Develop account plans and share with senior management. 
•    Manage Sales funnel pipeline and provide Sales Projections to senior management. 
•    Drive discussions with customers to develop and grow partnerships. 
•    Guide the Business Development efforts for strategic sales, infra-structure solution sales. 
•    Work with Global Sales Group (GSG) to develop Voice/Mobile Core and Data bundled solution proposal. 
•    Develop & maintain strong CXO and operational level relationships with key personnel in assigned named accounts as well as industry peers. 
•    Gather and share product and market intelligence 
•    Guide an accurate, professional, consistent bid and contract management response process across customer engagements 
•    Track Telecom environment in the region, regulatory changes, market dynamics, industry trends, competitive activities and provide necessary market intelligence to the company. 
•    The person will manage both farming (big swaps and deals) & hunting activities for UBS product family 
•    Hunting of new Mobile Core logos/services 
•    Hunting of new Wholesale Voice partnership/exclusive arrangements 

Minimum qualification & experience

•    The candidate must have 10 years of experience of UCaaS/ CPaaS/CCaaS with Wholesale Voice or Mobile Core sales experience.
•    Should understand the business dynamics, trends, systems & process intricacies regarding wholesale Pricing, routing and product features
•    Should have existing CXO relationship in the Wholesale Voice, Mobile Core & A2P Messaging Segment.
•    Should have a good understanding of the regulations and legal nuances of the business globally. 
•    Proficiency in English a must, additional language would be added advantage
•    Handled complex deals apart from BAU trading of voice minutes.
•    Strong negotiators and deal maker 
•    Preferably MBA (not must).

Size and Scope of Role - No. of direct reports

Size and Scope of Role - Total team size

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