Tata Communications Redefines Connectivity with Innovation and IntelligenceDriving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we at Tata Communications are envisaging a New World of Communications
Broad outline of the Role
Plan, lead and develop deeper and wider engagements with identified customers across multiple routes to market to create, identify and develop opportunities for multi product and multi solution sales incorporating new and growth services 2- Develop growth strategy, partnership and alliance model for global technology alliances in the Continental Europe region; establish engagement and relationship model; drive 360 degree relationships with key strategic clients and technology providers covering sell-to, sell-through, sell-with, and facilitating buy-from Internal - Plan, lead and guide the team in achieving and exceeding the objectives for growth areas including but not limited to Network, Security and UCC
Minimum Qualifications & Experience
An MBA with more than 12+ years of experience in consultative selling in the industry, including strong ICT technical background - preferably in a multinational /global environment. Sales Management experience in managing sales activities through direct and matrixed resources. Experience in CXO level engagements and working with industry experts, partners, technology vendors.
Key Responsibilities
- Lead, define and implement sales strategy and engagement models for Sales specialists and Alliances managers across different routes to market; Develop annual sales plans and targets in conjunction with the Regional Head and Product Management Heads; Identify key service /solution partners and establish relationships with senior management in the partner companies; Initiate discussions for large contracts in multi product solutions with new & existing customers; Monitor performance of teams on the business growth plans & approve adjustments, as and when required.
- Provide strategic direction to sales, own team and other stakeholders for identifying high-potential customers and building long-term alliances; Work closely with the BDMs for different RTMs in developing large, multi product solutions; Participate in negotiations/ meetings of complex/ large deals; Track all active opportunities and provide support to team in aspects like deal assessment & preparation of proposals & presentations; Review progress of the deals by involving in decisions related to contracts & pricing.
- Conduct reviews with product management on the development of services and capabilities in the growth areas to increase market relevance and value proposition for such services in the market. Assess and review the pricing and contract management approaches to increase broader penetration, win rate and profitable business for the company in the identified areas Lead and provide direction to region-specific sales teams and solution specialists in opportunity identification & analysis and proposals preparation; Manage relationships with senior management across customers, partners and TCL to address issues as needed; Involvement in negotiations and provide approvals for decisions related to contracts & its ongoing amendments, where required.
Finalize the list of key strategic clients in scope; Study the past performance trends with these clients; Examine the past trend of ACV of new deals and estimate potential "win rates"; Study the corporate goals and growth strategies of the key accounts and align TCL's strategy (sell-to, from, through, buy-from) with the same - product, marketing, sales; Prepare annual business plans, including budget, resource required, new product plans, etc. for the segment and get it approved by the supervisor; Disseminate the plan among team members and obtain buy-in; Share the plan with other internal functions / stakeholders to estimate support and collaboration required to achieve the targets;
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Base Salary Range: 92,814 - 122,050. The salary may be adjusted within this range based on the candidate's qualifications, experience, and the specific needs of the position.
Other Compensation: The position is eligible to participate in a sales-based incentive program.
