Associate Director - Sales- APAC

Tata Communications; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Tata Communications in Singapore is seeking an experienced Enterprise Sales professional to drive new revenue streams and expand existing accounts across technology services. You will own the sales cycle from prospecting to closure, build executive relationships, and develop go-to-market plans with cross-functional teams.

The role demands 7–12 years in enterprise sales, a strong background with telecom, software, cloud services, and the ability to forecast and meet ambitious targets.

Qualifications

• Bachelor's degree and MBA preferred; 7–12 years of enterprise sales experience.
• Experience with technology services companies in account management.
• Proven ability to forecast, manage pipelines, and close deals.

Responsibilities

• Analyze business potential and develop sales plans to grow revenue.
• Build relationships with key stakeholders at multi-levels.
• Manage sales pipeline, projections, and revenue forecasts.
• Engage with customers to understand requirements and guide the sale cycle.
• Collaborate with cross-functional teams: solutions, bids, finance, products, delivery.
• Possibility to lead a small team or operate as an individual contributor.

Skills

Sales forecasting

SFDC management

Pipeline management

Executive relationship building

Go-to-market strategy

Customer acquisition

Education

Bachelor's degree

MBA

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

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.