Sr Manager - Global Systems Integrator (Enterprise Sales)

Tata Communications Limited; Chennai District; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Tata Communications Limited is seeking a high-performing enterprise sales professional in Chennai to own and drive new order bookings and maximize revenue across assigned accounts. The role requires building executive relationships, designing go-to-market plans, and leading opportunities from prospecting to closure.

Ideal candidates have 7-12 years in enterprise sales within technology services, with a strong track record in forecasting, pipeline development, and multi-level stakeholder

Qualifications

• 7-12 years enterprise sales experience.
• Experience in tech services (telecom, hardware, software, cloud) in account management.
• Bachelor's degree required; MBA preferred.

Responsibilities

• Analysing business potential, build sales plan and strategies to grow existing business and acquire new logos.
• Build key stakeholder relationships with decision makers, influencers and executive sponsors.
• Build sales pipeline, manage projections and revenue forecasts.
• Engage with customers to understand requirements and own fulfilment throughout the sale cycle.
• Coordinate cross-functional teams (solutions, bids, finance, products, delivery) as needed.

Skills

Enterprise sales

Account management

Stakeholder relationships

Education

Bachelor's degree

MBA preferred

Tools

SFDC (Salesforce)

Job description

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.