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Sr. Manager - Sales (Connected Automotive Solutions)

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Date: 14-May-2021

Location: Tokyo, Japan

Company: Tata Communications

Job Summary

The automobile industry is focusing on vehicle connectivity to significantly improve operating processes, deliver insights and enhance the driver and passenger experience. Vehicle connectivity is fast becoming a ‘must-have’, however, this connected revolution has also created new challenges and obstacles, like meeting cost objectives, managing multiple connectivity agreements, ensuring consistent coverage and more. Tata Communications MOVE™ Intelligent Connected Vehicle Platform abstracts this complexity to empower our customers with a unified, connected interface to monitor, control and get insight in today’s always-on world.

Key Responsibilities

  • Execute against agreed go-to-market, sales activities and revenue realization for identified key market segments in with core focus on Connected Automotive space.  
  • Identify the primary players within the Connected Automotive space (such as OEMs / SIs /  like KDDI, Toyota,  Nissan, Mazda, Honda, Denso etc) and build relationships with key market influencers and thought leaders.
  • Close complex sales agreements pertaining to the Connected Automotive services portfolio.
  • Develop strategic account plans, as well as partner engagement approaches, that clearly define “win-win” strategies to accelerate customer acquisition and revenue growth.
  • Cultivate personal relationships with decision makers and key influencers within target customers that allow Tata Communications to participate in the customer’s strategy brainstorming—in advance of concluded plans and RFPs.
  • Work with cross-functional teams of bid managers, engineering, solution architects for customer opportunities and RFPs.

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

    • Minimum 12+ years of work experience in Connected Automotive, Mobility, IOT space.
    • Must have desire to succeed in a demanding, innovative, and entrepreneurial environment, and should be able to operate independently with self motivation.
    • Must have a list of existing customer and decision maker contacts in Connected Automotive space such as with automotive manufacturers e.g. Toyota,  Nissan, Mazda, Honda.
    • Must have an experience of closing complex deals with automotive players - deal value ranging from USD 5 Million to USD 15 Million+ (annual revenue).
    • Must have a basic technical understanding of mobile networks, connectivity management services, IOT devices, and cloud eco system.
  • Proven track record of building successful Sales / Business Development relationships with automotive customers.
  • Experience in developing effective sales tools with regards to account engagement and customer proposals.
  • Success in managing multiple complex projects concurrently and delivering results under tight timelines.
  • Relationship-builder who is solutions-oriented; strong personal initiative and good judgment
  • Excellent oral and written communications skills in Japanese and English.  Ability to deliver insightful recommendations in a persuasive and thoughtful manner.
  • Demonstrated creative problem-solving orientation.  Ability to uncover and deconstruct complex business problems and opportunities.

Other knowledge/skills

Key Responsibilities

Technical Competencies

Knowledge / Skills

Communication Skills

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