Sr Manager - Global Systems Integrator

Tata Communications; Chennai District; On-site; INR 2,500,000 - 5,000,000; Full time

Job summary

Tata Communications in Chennai is seeking a seasoned Enterprise Sales professional to drive new orders and revenue growth across strategic accounts. You will own account plans, prospect for new logos, and close deals by coordinating with product, solutions, and delivery teams.

The role requires building executive relationships, forecasting with confidence, and delivering market-driven go-to-market strategies.

Qualifications

• Bachelor's degree or equivalent required or 7-12 years enterprise sales experience.
• MBA or equivalent preferred for seniority and strategy.
• Experience in technology services (telecom, hardware, software, cloud) in account management.

Responsibilities

• Analyse the business potential and build sales plans to grow existing business and acquire new logos.
• Build executive relationships with key customer stakeholders at multiple levels.
• Draft Go-to-market and customer acquisition strategy.
• Maintain sales pipeline and manage revenue forecasts.
• Coordinate with cross-functional teams: technical, bids, finance, products, service delivery and operations.
• Role may be individual contributor or lead a small team.

Skills

Sales cadence

Executive relationships

Go-to-market plan

Education

Bachelor's degree or equivalent

MBA preferred

Tools

SFDC

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

Broad outline of the Role

• 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 (OB and 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.

Minimum Qualifications & Experience

• Bachelors and/or equivalent experience. MBA or equivalent preferred. 7-12 years of enterprise sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.

Other Knowledge & Skills

• 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.

Key Responsibilities

• Analysing the business potential, building the sales plan and strategies to grow existing business, develop new revenue streams and acquire new logos.
• Building key stakeholder relationships, multi-function and multi-level connects with decision makers, influencers, and executive sponsors within the accounts or partner organization.
• Building sales pipeline and manage sales projections and revenue forecasts.
• Engaging with key customers to understand their requirements and own the fulfilment throughout the sale cycle.
• Building account ownership through understanding of customer's strategic objectives, business requirements, operational challenges, buying decisions, contractual process, internal dynamics and manage key stakeholder expectations.
• Internally driving cross-functional teams such as technical Solutions, bids and commercial, finance, products, service delivery and operations
• The role may be an individual contributor or may lead a small team.