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Senior Manager - Sales - 16001

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Date: 09-Aug-2022

Location: Sydney, Australia

Company: Tata Communications

Job Family Descriptor

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.

Broad outline of the Role

As a Solutions Sales Specialist, you will act as the sales overlay for Network transformation opportunities, working in conjunction with account teams across all routes to market (direct, partner, SIs, & new logo). You will have 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:

Size and Scope of Role - Total team size

  • Individual Contributor; No direct reports.
  • 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

Minimum qualification & experience

  • Qualifications

  • A track record with 10-15 years of experience in solution/sales to enterprises within the Asia region.


  • Specific experience in / understanding of:.

  • The Secure Network Transformation market and requirements across customer segments and verticals
  • Major trends, technologies including SASE, SSE, Cloud Security, RBI, SDWAN, SWG ,AI, ML, and automation
  • Major vendors and competitors in this space, especially cloud platform providers and managed services providers
  • Complex Network transition and cloud transformation in the enterprise space.
  • Large managed services and SaaS sales and commercial models
  • Pricing models, and development of deal financials, margin analysis.
  • Balancing trade offs between cost, SLA, and SOW in complex deals.
  • Large deal management for both direct and partner deals
  • Demonstrated experience in customer engagement at senior leadership /CxO levels and consultative selling is required
  • Excellent oral and written communication skills, presentation skills
  • Pragmatic, hands-on style. Creative, flexible, and able to “think outside the box”
  • Strong planning and priority-setting abilities
  • Self motivated and able to achieve results through others
  • Ability to influence and gain acceptance of others in sensitive situations
  • Ability to thrive in a high-growth, fast-paced and demanding environment.
  • Bachelor’s Degree in Engineering, Computer Sciences or Business, or equivalent experience
  • Knowledge of spreadsheet software and sales-related software ( highly desireable)
  • Must be fluent in English; Regional Language(s) skills highly desirable
  • Experience in having managed team of solutions/specialists in formal or in player/ coach environment is desirable.


Other knowledge/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.

Key Responsibilities

You will be

  • Working with sales team to provide support on qualified sales opportunities, through activities such as sales calls on qualified leads, customer presentations, customer negotiation, bid and proposal development, deal structuring, etc. Aggressively lead and drive opportunity management process for the services.
  • Engagement with product teams to define and support non-standard requirements both in support of individual deals and in the longer-term roadmap.
  • Identifying needs for partner services and recruiting partners with competitive offerings to augment our offerings.
  • 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.
  • Reporting: tracking and reporting on sales opportunity pipeline to facilitate opportunity management and accurate sales forecasting.
  • Developing and/ or localizing sales and sales training materials.
  • 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 events
  • Candidate must be willing to travel in the region with up to 40% travel time, work-from-home and travel restrictions permitting.

Knowledge / Skills

Communication Skills

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