Sr Manager - Strategic Initiatives

Tata Communications; New Delhi; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Tata Communications Limited in Delhi seeks an experienced Enterprise Sales professional to drive growth in Unified Collaboration. You will build trusted client relationships, translate business needs into technical solutions, and guide strategic opportunities with cross-functional teams.

Role involves leading growth initiatives, alliances, and revenue targets with a focus on mid-term impact on business outcomes.

Qualifications

• Enterprise sales experience in technology services (telecom, hardware, software, cloud) in account management.
• Ability to translate client needs into proposals for Solutions, SME, and product teams.
• Excellent communicator with strong relationship-building, negotiation, and presentation skills.

Responsibilities

• Build and execute the growth strategy and go-to-market plan for the product portfolio in the region.
• Identify solution partners and establish regional alliances to develop market and segments.
• Identify high-potential customers and build long-term alliances.
• Understand client requirements, determine best solution fit, and craft compelling propositions.
• Lead technical discussions with clients with the architect team.
• Deliver revenue targets and pipeline growth.
• Lead client negotiations and manage deal progression across cross-functional teams to close deals.
• Proactively identify internal gaps with product/solutions teams and coordinate bid processes for faster closures.

Skills

Business acumen

Technology knowledge

Communication skills

Negotiation

Influence without authority

Enterprise networking trends

Job description

Job Summary

Responsible for driving deeper and wider customer engagements in Unified Collaboration domain with the objective of identifying and developing opportunities for growth. The role will be involved in building trusted relationship with a client, understand their value proposition and help them solve their critical business problems. This is a tactical role which contributes to defining the direction of the operating plans based on the business strategy, with a significant mid-term impact on business unit s overall results.

Responsibilities

• Build and execute the growth strategy and the go to market strategy for the respective product portfolio in the region.
• Identify solution partners and establish regional alliances to develop market and segments.
• Identify high-potential customers and building long-term alliances.
• Understand and analyse client requirements, determine the best solution fit and create a compelling proposition.
• Lead the technical conversations with the clients working alongside the technical architect team.
• Deliver Revenue Targets and Pipeline Growth
• Lead client negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are well aligned in stitching a deal together for the customer.
• Proactively identify the problem area internally with product solutions team, setting up periodic bid calls between, sales, legal, commercial, solution product to propose the desired solution to customer, prioritize on key opportunities to gain faster closures.

Minimum qualification experience

• Enterprise sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.

Desired Skill sets

• Proven record of coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions.
• Able to translate business information from customer and Provide insights to Solutions, SME, and product to enable development of proposal.
• Excellent Communicator and Collaborator: Strong relationship building, negotiation, organizational, presentation, written, and verbal communication skills.
• Ability to influence without authority.
• Strong understanding of latest trends in enterprise networking space, including the competitive landscape Tata Communications operates within.