Deputy General Manager - Sales- India

Tata Communications; Mumbai; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Tata Communications is seeking an experienced Sales Planning professional with a strong background in account strategy and enterprise sales. You will drive targets, identify opportunities, and oversee large deals through closure, while conducting regular reviews and nurturing team growth.

Expect responsibilities spanning planning, qualification, pursuit, and performance coaching within a dynamic enterprise environment.

Qualifications

• Engineering graduate with a management degree.
• Around 10–12 years of experience in relevant roles.
• Understanding of management dynamics; Technical knowledge; Understanding of finance and supply chain management; Knowledge of industry

Responsibilities

• Sales Planning: Provide inputs to Region Head around targets for Enterprise Accounts; allocate targets to the team and map a sales road map.
• Opportunity identification and qualification: Review opportunities identified by solution architects and define action plans for sales pursuit.
• Pursuit closure: Support in large deals and renewals; review solutioning and commercials; participate in final negotiations.
• Periodic reviews: Conduct reviews with teams on account progress, pipeline, and resource needs; discuss market intelligence and process improvements.
• Team development: Review team structure, recruit and set goals; drive engagement and mentoring.

Skills

Management dynamics

Technical knowledge

Finance and supply chain

Education

Engineering graduate with management degree

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

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

Minimum Qualifications & Experience

Engineering graduate with a management degree with around 10-12 years of experience

Other Knowledge & Skills

Understanding of management dynamics; Technical knowledge; Understanding of finance and supply chain management; Knowledge of industry

Key Responsibilities

• Sales Planning Provide inputs to Region Head around targets for Enterprise Accounts basis market focus; Allocate targets to team based on nature of accounts and market dynamics; Develop sales road map for accounts under purview and provide inputs to teams around specific action plans for account sets. 2) Opportunity Identification and Qualification Review opportunities identified by solution architects and define action plan for sales pursuit in conjunction with team; Conduct workshops with senior management of key client organizations with solution engineering, business development managers, product managers; Discuss potential partnerships to address requirements of client organization; company product/service portfolio to clients; Engage with clients, as required, in pre-RFP level to define requirements; Participate in discussions with project leads and project managers in client organization periodically as required; Meet up with key stakeholders in the client organizations to maintain and manage relationship. 3) Pursuit closure Provide support to team where required for opportunity closure; Involve in large deals/ renewals; Review solutioning for client requirements for complex high-value deals; Review and provide inputs around commercials based on target/competitor pricing; Participate in final negotiations for large deals; Seek support of Region Head where required for closure of sales opportunity. 4) Periodic Reviews Conduct periodic reviews with team to discuss account-wise progress; Discuss opportunity pipeline and opportunity mining; Identify need for resource support for specific opportunities; Track process adherence by team and provide feedback to team/individuals as required; Discuss market intelligence through weekly meetings with cross-functional teams; Discuss challenges around processes and potential improvement areas with commercials and solutions engineering teams; Participate in formal review with program management to track delivery of orders; Conduct periodic reviews with collections around account-wise revenue realization. 5) Team Development Regularly review team structure and assess talent requirements; Participate in the recruitment and selection process; conduct goal setting and performance review for the team; Drive team development, engagement and reward initiatives; Coach and mentor team members as required and ensure resolution of any people issues.