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Sr Manager - Solution Sales Specialist

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Date: 26-Jan-2023

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 CPaaS and CCaaS solutions, leveraging Tata Communications’ portfolio in this domain, as well as an ecosystem of adjacent applications.

Broad outline of the Role

As the Solutions Sales Specialist, you will act as the sales overlay for CPaaS and CCaaS Solutions 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:


  • 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.
  • Lead Solution Design & Pitches of DIGO powered by Tata Communications, a Customer Engagement Platform in the region of APAC
  • Collaborate with Sales, Solutions Leaders, Business Development and Product teams to deliver Enterprise CPaaS pilots.
  • Able to Create bespoke platform demos using DIGO API suite
  • 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 Microsoft and Cisco, as well as Polycom, Pexip 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.
  • 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.

Size and Scope of Role - No. of direct reports

  • 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 behaviors – Accountability & Ownership, Collaboration, Innovation & Agility

Minimum qualification & experience

  • Proven track record over 8-10 years in CPaaS, contact center or collaboration sales to large enterprise and BPO.  Experience with major vendors, cloud application service providers, or SIs in this space preferred.
  • Specific experience in / understanding of:
  • The CPaaS and contact center market and requirements across customer segments and verticals
  • Major trends, technologies including IVR, CR, WFM, AI, ML, and automation
  • Major vendors and competitors in this space, especially cloud platform providers and managed services providers
  • Complex CC 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 desirable)
  • Must be fluent in English; Regional Language(s) skills highly desirable
  • Additional experience and expertise in contact center solutions is highly desirable
  • Experience in having managed team of specialists in formal or in player/ coach environment is desirable
  • Experience in managing high performing teams, with an ability to coach and influence team members towards desired achieving performance goals

Knowledge / Skills

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