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Sr. Manager - Sales (New Logos)

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Date: 27-Mar-2021

Location: Singapore, Singapore

Company: Tata Communications

Job Family Descriptor

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.

Broad outline of the Role

Drive deep and strategic customer engagement in the assigned set of enterprise accounts. To understand Customer’s Industry landscape / context, to identify & develop large opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience. The accounts assigned will be target accounts that currently have zero to minimal business with Tata Communications. The objective is to establish the relationship, sell our services and grow the account to a strategic large account for Tata Communications.

Job Responsibilities:

  • Ability to hunt into brand new accounts via various sales techniques and account entry strategies and build new relationships in these accounts.
  • Ability to engage customer contacts beyond IT into business side of the customer organization.
  • 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.

Purpose - Broad objective of the role

Operating Network - Key External

Operating Network - Key Internal

Size and Scope of Role - Financial

Size and Scope of Role - No. of direct reports

Size and Scope of Role - Total team size

Size and Scope of Role - Other size parameters

Minimum qualification & experience

  • B.E. / Or MCA with Masters Degree in Management from a premier institute with 8- 12 years of enterprise sales and account management experience.
  • Should have worked with Network / Cloud, IT/Systems Integrators/Managed Services organizations in account management role.
  • Must have experience in working with Large enterprise environment
  • Any specialization in networking, cloud , past experience in technical solutions sales would be preferred
  • Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations)

Other knowledge/skills

Key Responsibilities

  • 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 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

Technical Competencies

Knowledge / Skills

Communication Skills

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