Solution Sales Engineer-Hong Kong-Sales- APAC

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Date: 7 Apr 2024

Location: IN

Company: Tata Communications

About Tata Communications:

Tata Communications, a digital ecosystem enabler, we enable the digital transformation of enterprises globally. With a solution orientated approach and proven managed service capabilities and cutting-edge platforms, Tata Communications drives the next level of intelligence powered by cloud, mobility, IoT, collaboration, security, and network services

  • Present in more than 200 countries and territories around the world
  • Serves over 7,000 customers globally that represent over 300 of the Fortune 500
  • Connects 4 out of 5 mobile subscribers worldwide.
  • Connects businesses to 60% of the world’s cloud giants.
  • Operates the largest wholly owned and most advanced subsea fibre network which underpins the internet backbone, where its network carries around 30% of the world’s internet routes.
  • Its Internet of Things network in India will be the world’s largest network of its kind, spanning nearly 2,000 communities and touching over 400 million people.
  • Listed on both the Bombay Stock Exchange and the National Stock Exchange of India with a market capitalisation of USD 2.72 bn.

Our key services are;

  • Network (including IZO™)
  • Unified communication and collaboration
  • Tata Communications MOVE™
  • Cloud and security (mostly in India)
  • Media and entertainment

Tata Communications is committed to being an equal opportunity workplace and to providing an inclusive environment to all employees. All employment decisions are made without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, or any other status protected by law.

To know more about us do visit : https://www.tatacommunications.com/

 

Designation

Solution Sales Specialist – Network

Location

Hong Kong

Reports to

Regional Sales Head - Network Solutions

Team Direct Reportees

Individual Contributor Role
Will be seen as the leader and single point of accountability for the services in market development and opportunity management process.
 

About the Function

Customer Success Group – Solution Sales

Purpose of your Role

The Network Sales Solution Specialist serves as our customers digital transformation advisor and is responsible for leading/managing/coaching business development activities leading to revenue growth in North Asia (namely China, Taiwan & Hong Kong).  The Solution Specialist manages Network opportunities through all stages of the sales cycle from co-creation through implementation, with significant input into deal strategy, commercial strategy, contact strategy and closing strategy on assigned opportunities.  You will work closely with all types of Network customers, partners and internal Tata stakeholders and account managers across the North Asia region.
Technologies: SDWAN, Cloud Security, SASE, Edge services, Network services.
 

You will be accountable for

(Key Responsibilities)

Sales Opportunity Management:

  • Drive the regional Network pipeline.
  • Accurately forecast opportunities in collaboration with regional sales teams
  • Act as an authoritative council in Deal Review / Win Strategy review to ensure sales plans are aligned to GTM initiatives for Network Tower.
     

Business Development:

  • Working in a matrixed managed environment, executes comprehensive sales strategies to win new business from the companies most significant target accounts. Negotiates and closes new sales opportunities in an overlay capacity.
  • Broadens and deepens new logo customer experience and relationships, gaining strategic and lead positioning within the customer sales cycle.  
     

Organization Leadership:

  • Maintain strong working practises with product organisation, to help drive strategy and product improvement.
  • Provide input to North Asia Sales leadership relating to trends and changes taking place within the customer’s organization, make recommendations about future courses of action necessary of the company towards improving its position with the customer.
  • Demonstrates a balance of strategic and tactical thought leadership, be seen as an inspiration to the account director community. Provide adjacent learning and one the job coaching to the wider matrix managed teams. 
     

You Are

(behaviours to display)

Trusted Advisor

  • Build credibility by reframing the customers perception of how to build their solution roadmap, competitive challenges, services vision and create differentiation strategies.
  • Demonstrates deep knowledge of the company's Network portfolio, articulating back to the client in terms on business value to the customer executive. 
  • Broadens and deepens new logo customer experience and relationships, gaining strategic and lead positioning within the customer sales cycle
     

 

You have experience in

10 years of experience leading and negotiating large and complex deals in a direct or overlay capacity with the following skills:

  • Disciplined in business-management, meeting sales targets and operational standards. Mentors other sellers towards a "challenger mentality" by prompting them to engage the customer early with new insights. Demonstrated experience influencing senior stakeholders within customer and own organization.
  • Proven record of coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and; coaching the customer through business case creation, approval, and stakeholder buy-in.
  • Has credibility with key decision makers within our customers. Ability to influence target decision makers such as Business Decision Makers, Operational Technology Leaders, CIO, etc.
  • Strong relationship building, negotiation, organizational, presentation, written, and verbal communication skills.
  • Ability to effectively collaborate across teams and drive meaningful outcomes.
  • Knowledge of Enterprise Network Landscape: Strong understanding of latest trends in enterprise networking space, including the competitive landscape Tata Communications operates within.

 

 

More Information about us

  • What is Tata Communications’ purpose?
  1.  

Digital technology is empowerment. It is expression. And it is equalising. Its scale and speed touch all parts of our lives – everyone, everywhere, every day. Technology has created a platform of limitless opportunity. But for businesses to fully capitalise on the growth opportunities in store, they must undergo complete and fundamental transformation. They must become truly digital. Tata Communications exists to facilitate that transformation for positive change – for everyone

 

  • What does Tata Communications do?
  1.  

We create and curate robust ecosystems, open infrastructure and future-proofed platforms to transform complex services into simple solutions that work for our customers and partners on their digital transformation journey. Underpinning everything we do is our global network – the world’s largest and most sophisticated, wholly owned subsea fibre cable network. Today, over 30% of the world’s Internet routes travel over our network, and we are the only Tier-1 provider in the top five by routes in five continents across the globe

 

  • What is the corporate history of Tata Communications Limited?
  1.  

Tata Communications Limited (hereinafter referred as Tata Communications) is the new name of VSNL, which as of January 28, 2008. Prior to this Tata Communications has a history of more than 135 years in handling the international telecommunications needs of the country.

Tata Communications (as VSNL) was incorporated on March 19, 1986 under the Indian Companies Act, 1956 to take over the activities of the erstwhile Overseas Communication Services (OCS). In February 2002, the Government of India, as per their disinvestments plan, sold 25% of their holding in the company to the strategic partner. Consequently, the company was taken over under the administrative control of TATA. It is under the management of TATAs – India’s best known industrial house – that Tata Communications is now charting its future course.

Prior to this, The Eastern Telegraph Co. (ETC) of 1872 and the Indian Radio Telegraph Co. (IRT) of 1927 merged to form the Indian Radio and Cable Communications Co. (IRCC) in 1932. The Government of India took over the IRCC, giving birth to the Overseas Communications Service (OCS), a Government Department.

 

  • About Tata group

 

The TATA group founded by Jamsetji Tata in 1868, the Tata group is a global enterprise, headquartered in India, comprising 30 companies across ten verticals. The group operates in more than 100 countries across six continents, with a mission ‘To improve the quality of life of the communities we serve globally, through long-term stakeholder value creation based on Leadership with Trust’. Tata Sons is the principal investment holding company and promoter of Tata companies. Sixty-six percent of the equity share capital of Tata Sons is held by philanthropic trusts, which support education, health, livelihood generation and art and culture. In 2018-19, the revenue of Tata companies, taken together, was USD 113.0 billion (INR 792,710 crore). These companies collectively employ over 720,000 people. Each Tata company or enterprise operates independently under the guidance and supervision of its own board of directors. There are 28 publicly listed Tata enterprises with a combined market capitalisation of about USD 160 billion (INR 11,09,809 crore) as on March 31, 2019. Companies include Tata Consultancy Services, Tata Motors, Tata Steel, Tata Chemicals, Tata Consumer Products, Titan, Tata Capital, Tata Power, Tata Advanced Systems, Indian Hotels and Tata Communications.


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