Senior Sales Account Manager - Wholesale Voice & Mobility

Tata Communications; Dubai; On-site; AED 180,000 - 220,000; Full time

Job summary

A leading company in wholesale voice services, Tata Communications is seeking an Account Manager to enhance customer relationships and drive sales in Voice, Messaging, and Mobility Core services. The role demands strategic growth initiatives, effective account management, and strong analytical skills. An ideal candidate will have over 10 years of telecom sales experience, preferably with an MBA, to contribute effectively to its competitive growth in the market. Competitive salary and benefits offered.

Benefits

Family Medical Insurance

Uncapped Incentives

Flexible benefits program

Mobile allowance & Business Travel Reimbursement

Paid time off (including annual leave, medical leave, and other forms of leave)

Qualifications

• 10+ years of regional wholesale Voice & Mobility sales experience in account management.
• Expertise in drafting a Go to market plan/customer acquisition strategy.
• Experience in sales motion cadence associated with forecasting, SFDC management.

Responsibilities

• Serve as the lead point of contact for all customer account management matters.
• Negotiate contracts and maximize profits.
• Develop plans to drive new business with existing clients.

Skills

Sales/Revenue Oriented

Financial Skills

Analytical Skills

Relationship Building

Education

Engineering or Science Graduate

MBA in Sales or Marketing (preferred)

Job description

Tata Communications Limited is a digital ecosystem enabler, part of India s multi-billion dollar conglomerate, the prestigious Tata Group. Usage Based Services (UBS) is a vertical within the Collaborations and Connected Services Business Unit of Tata Communications. A Global Leader in Wholesale Voice services i.e. 1 in 7 worldwide international calls on our network. Interconnected with 1600+ operators, covering 70% of the world s Mobile Network Operators (MNOs). UBS sales team manages Traditional & Cloud Voice, Messaging solutions and Mobility Core (IPX/DSX/SCCP) services.

Broad objective of the Role:

Managing customer relationship with the defined accounts for Usage Based Services (UBS) - Voice, Messaging and Mobility Core services with an objective to grow traffic volumes, market share and net revenues. Drive growth results from farming & hunting activities. Enhance multi-level engagements with the MNO/MVNO, Aggregator/Carriers, OLOs, RSP/ISP, CPaaS/CCaaS/UCaaS.

Drive sales of new and existing accounts by adding new revenue streams, acquiring new logos or through deep product penetration for the existing set of accounts. This implies complete ownership for driving new order booking (OB) and existing revenue, for the business or the assigned set of accounts. The role is responsible to drive achievement of sales targets (Gross/Net revenue) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closures. This is a tactical role which contributes in defining the direction of the operating plans based on the business strategy, with a significant mid-term impact on business unit overall results.

Key Responsibilities:

• Serve as the lead point of contact for all customer account management matters.
• Develop trusted advisor relationships with customer stakeholders & executive sponsors.
• Negotiate contracts, participate in RFPs and close agreements to maximize profits.
• Ensure the timely and successful delivery of our solutions to match customer objectives.
• Communicate the progress of monthly/quarterly initiatives to internal & external stakeholders.
• Develop plans to drive new business with existing clients and identify new opportunities to meet sales quotas.
• Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts).
• Collaborate with cross-functional team to identify and grow opportunities within the territory.
• Assist with challenging client requests or issue escalations as needed.
• Gather and share market intelligence - regulatory, industry trends, competitive activities.
• Manage both farming & hunting activities for market share growth.

Operational Responsibilities:

• In-depth understanding of the client's business, goals, strategies, trends, and directions to propose appropriate solutions.
• Deal making and executing the same for business growth - Swap Deals (Send or Pay, Best Effort).
• Nurturing existing customers and promoting destinations to enhance wallet share and revenues.
• Daily traffic monitoring and price negotiations/updates to grow volumes.
• Negotiating with suppliers for best cost & quality destinations, inventory management.
• Hunting & onboarding of new customers/suppliers for Voice, Messaging and Mobility Core business.
• Focus on strategic & growth opportunities - drive large deals/RFPs, partial outsourcing, corridor deals, managed voice service and solutions, unified sourcing, Cloud number solutions, SMS monetization, enhance mobility connectivity & reach, etc.

Qualification and Experience Required:

• Engineering or Science Graduate with MBA (preferred) in Sales or Marketing.
• Must have regional wholesale Voice & Mobility sales experience of 10+ years in account management
• Experience in sales motion cadence associated with forecasting, pipeline/funnel build.
• Extensive experience in building executive relationships with key customer stakeholders.
• Sales/Revenue Oriented with strong financial & analytical skills.
• Preferable Industry: Telecom or Technology (Telecom Vertical).
• Experience in sales motion cadence associated with forecasting, SFDC management, pipeline/funnel build
• Extensive experience in building executive relationships with key customer stakeholders.
• Expertise in drafting a Go to market plan/ customer acquisition strategy.

Perks and benefits:

We offer a competitive salary and a comprehensive benefits package that includes:

• Family Medical Insurance
• Uncapped Incentives
• Flexible benefits program
• Mobile allowance & Business Travel Reimbursement
• Paid time off (including annual leave, medical leave, and other forms of leave)

We are an equal opportunity employer committed to fostering a diverse, inclusive, and equitable workplace. We celebrate differences and ensure that all qualified applicants receive fair consideration for employment, regardless of race, colour, religion, gender, gender identity, national origin, disability, veteran status, or any other legally protected status. We believe that diversity drives innovation, and we are dedicated to creating a workplace where everyone feels valued, respected, and empowered to contribute their best.