Director - Sales

Tata Communications; Hamburg; On-site; EUR 120,000 - 180,000; Full time

Job summary

Tata Communications in Germany (Hamburg) seeks a Senior Sales Manager to drive revenue growth, win new business and expand strategic accounts across Germany. You will lead complex sales cycles, manage executive relationships and ensure profitability in line with TCTS objectives.

You will partner with delivery, solution and partner teams to craft compelling propositions, respond to RFPs, negotiate terms and grow wallet share while maintaining top-tier customer satisfaction and strong NPS.

Qualifications

• 15+ years of experience in enterprise technology services sales, consulting sales or digital transformation sales.
• Strong understanding of the German telecommunications market, customer landscape and regulatory environment.
• Experience selling Cloud, Infrastructure, Cybersecurity, Data & AI, Managed Services or Transformation Services.
• Established relationships with leading telecom operators, carriers and technology partners in Germany and Europe.
• Demonstrated success in building joint go-to-market opportunities with telecom providers, hyperscalers and strategic ecosystem partners.
• Demonstrated success in managing large strategic accounts and complex sales cycles.
• Strong experience in RFP/RFI management and contract negotiations.
• Experience engaging C-level executives and business decision-makers.

Responsibilities

• Achieve annual sales bookings, revenue and margin targets for the assigned territory and accounts.
• Identify, qualify and close new business opportunities across targeted industries.
• Develop and execute strategic account plans to drive wallet share growth and long-term customer relationships.
• Lead end-to-end response management for RFPs, RFIs and RFQs.
• Collaborate with solution architects, delivery leaders and commercial teams to develop winning proposals.
• Own customer satisfaction metrics and NPS improvement initiatives.
• Pursue cross-sell and upsell opportunities across the portfolio.
• Establish and nurture executive-level relationships with key customer stakeholders.

Skills

Telecomm service Sales

Strategic Account Management

Opportunity Qualification

Customer Relationship Management

NPS & Customer Experience Management

Commercial Negotiation

Forecasting & Pipeline Management

Stakeholder Management

Education

Bachelor's degree in Business, Engineering, Technology or related field

Job description

About The Company

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

Role

The Senior Sales Manager is responsible for driving revenue growth, customer satisfaction and strategic account expansion across Germany. The role focuses on acquiring new business, growing existing accounts, leading complex sales pursuits, managing customer relationships and ensuring achievement of sales and profitability targets aligned with TCTS business objectives.

The individual will act as a trusted advisor to clients, collaborating closely with delivery, solution, and partner teams to develop compelling value propositions and drive sustainable business growth.

Key Responsibilities

Business Development & Revenue Growth

• Achieve annual sales bookings, revenue and margin targets for the assigned territory and accounts.
• Identify, qualify and close new business opportunities across targeted industries.
• Develop and execute strategic account plans to drive wallet share growth and long-term customer relationships.
• Build and maintain a healthy sales pipeline with accurate forecasting and reporting.
• Drive cross-sell and upsell opportunities across the TCTS portfolio.
• Customer Relationship Management
• Establish and nurture executive-level relationships with key customer stakeholders.
• Serve as the primary commercial point of contact for assigned customers.
• Understand customer business priorities and align TCTS solutions to address their transformation goals.
• Drive customer retention and expansion through proactive engagement.
• Own customer satisfaction metrics and Net Promoter Score (NPS) improvement initiatives.
• Pursuit & Bid Management
• Lead end-to-end response management for RFPs, RFIs and RFQs.
• Collaborate with solution architects, delivery leaders and commercial teams to develop winning proposals.
• Manage deal qualification, pricing strategy, commercial negotiations and contract closure.
• Ensure timely submission of high-quality, compliant and competitive proposals.
• Participate in client presentations, workshops and solution defence sessions.
• Collaboration & Stakeholder Management
• Work closely with delivery, solution, and partner ecosystem teams.
• Drive alignment between sales commitments and delivery capabilities.
• Collaborate with global and regional leadership teams to accelerate business growth.
• Leverage strategic technology alliances and partner relationships to generate opportunities.
• Key Performance Indicators
• Revenue Achievement
• Pipeline Coverage Ratio
• New Logo Acquisition
• Account Growth Rate
• Net Promoter Score (NPS)
• RFP Win Rate
• Forecast Accuracy
• Required Experience
• 15+ years of experience in enterprise technology services sales, consulting sales or digital transformation sales.
• Strong understanding of the German telecommunications market, customer landscape and regulatory environment.
• Experience selling Cloud, Infrastructure, Cybersecurity, Data & AI, Managed Services or Transformation Services.
• Established relationships with leading telecom operators, carriers and technology partners in Germany and Europe.
• Demonstrated success in building joint go-to-market opportunities with telecom providers, hyperscalers and strategic ecosystem partners.
• Demonstrated success in managing large strategic accounts and complex sales cycles.
• Strong experience in RFP/RFI management and contract negotiations.
• Experience engaging C-level executives and business decision-makers.
• Required Skills
• Telecomm service Sales
• Strategic Account Management
• Opportunity Qualification
• Customer Relationship Management
• NPS & Customer Experience Management
• Commercial Negotiation
• Forecasting & Pipeline Management
• Stakeholder Management

Executive Communication

Presentation & Influencing Skills

Education

Bachelor's degree in Business, Engineering, Technology or related field.

Relevant technology certifications are advantageous.

Languages

Fluent German (Business Level)

Fluent English (Business Level)