Senior Manager_Solutions Sales - Network & Cyber Security

Tata Communications Limited; Singapore; On-site; SGD 140,000 - 210,000; Full time

Job summary

Tata Communications, a leading global digital solutions provider, seeks a Solutions Sales Specialist to overlay Network & Cybersecurity opportunities across Enterprise accounts in Singapore. You will drive bookings, revenue and funnel growth, collaborating with account teams and partners.

You will engage OEMs and SI partners, lead opportunity management, and present integrated service offerings at industry events.

Qualifications

• 8-10 years in network & security sales to large and midsize enterprises.
• Ability to engage CxO level stakeholders with consultative selling.
• Knowledge of cloud, AI, APIs and pricing for complex deals.

Responsibilities

• Lead engagement on qualified sales opportunities with account teams.
• Drive funnel generation with OEM partners and joint activities.
• Define sales strategy and drive opportunity management for services.
• Represent Tata Communications at industry events.

Skills

Network & security sales

Senior stakeholder management

Engaging with partners

Executive-level communication

Education

Bachelor's Degree in Engineering, Computer Sciences or Business

Tools

Salesforce.com

Job description

As the Solutions Sales Specialist, you will act as the sales overlay for Network & Cybersecurity Solutions opportunities, working in conjunction with account teams across the Enterprise route to market. You will have responsibility for achievement of order bookings, revenue and building funnel pipeline with the accounts. And act as the specialist for these services in the region, representing Tata Comm in industry events etc. You will also be responsible for engaging with OEM technology partners, drive the relationship and lead funnel generation via these partners. The successful candidate will be self-motivated and will drive the sales of such opportunities, leveraging account management teams and business partners to grow market share and drive sales of the portfolio. The candidate will ensure continued sales growth for the services by:

• Working with sales team & customers to lead the engagement on qualified sales opportunities, through activities such as sales calls on qualified leads, customer presentations, customer negotiation, bid and proposal development, deal structuring, etc. Aggressively & individually lead and drive opportunity management process for the services working with the larger team.
• Work directly with key customers to drive new business or grow existing business by upselling/cross-selling of other products & services that are part of the network & security portfolio.
• Work with the sales leadership and account managers to define and drive the sales strategy for this portfolio in the region.
• Work with assigned OEM and SI partners, to drive overall partnership, engagement on opportunities, deal registration, joint funnel build activities, workshops, customer engagements and joint events.
• Defining and executing business development and lead generation activities, and necessary planning and coordination with marketing, sales management, and other functions.
• Develop and execute customer-specific account plans along with Account Team, including regular account reviews. Maintain relationships and grow business with all major customers.
• Identifying needs for partner services and recruiting partners with competitive offerings to augment our offerings.
• Represent Tata Communications at industry and customer events
• Maintaining close relationships with major vendor/partners in the region and leveraging them to Tata Communications' advantage.
• Engagement with product teams to define and support non-standard requirements both in support of individual deals and in the longer-term roadmap.
• Reporting: tracking and reporting on sales opportunity pipeline to facilitate opportunity management and accurate sales forecasting.
• Developing and/ or localizing sales and sales training materials.
• Sales enablement: educating sales teams on the service offerings, value proposition, and sales process.
• Identifying and reporting on local market dynamics and product requirements to assist product manager in defining appropriate strategies and pricing for the territory. Provide input to product manager to support in the development of sales strategies, planning and forecasting, budgeting, and marketing, lead generation activities and new feature requirements.
• Must be able to collaborate across stakeholders – Internally (e.g. Regional sales and sales leadership, Product, Marketing; Network Team, Service Delivery / Assurance / Management, Billing & Collections , Solutions Team) and Externally (e.g. Customers, Marketing Research, Customer forums, Partners, Suppliers OEM vendor teams)
• Strong DRIVE behaviours - Accountability & Ownership, Collaboration, Innovation & Agility
• Proven track record over 8-10 years in network & security sales to large & medium sized enterprises.
• Cloud knowledge and experience is an added bonus.
• Experience with major vendors, cloud application service providers, or SPs in this space preferred.
• Specific experience in / understanding of:
• The network & cybersecurity market and requirements across customer segments and verticals
• The role of AI, Automation and APIs in cloud and digital transformation
• Major trends, technologies including SASE, network infrastructure, cloud transformation, security transformation across various markets
• Major vendors and competitors in this space.
• Cloud transformation in the enterprise space.
• Large managed services sales and commercial models
• Pricing models, and development of deal financials.
• Balancing trade offs between cost, SLA, and SOW in complex deals.
• Large deal management for both direct and partner deals
• Demonstrated experience in customer engagement at senior leadership /CxO levels and consultative selling is required
• Excellent oral and written communication skills, presentation skills
• Pragmatic, hands-on style. Creative, flexible, and able to "think outside the box"
• Strong planning and priority-setting abilities
• Self motivated and able to achieve results through others
• Ability to influence and gain acceptance of others in sensitive situations
• Ability to thrive in a high-growth, fast-paced and demanding environment.
• Bachelor's Degree in Engineering, Computer Sciences or Business, or equivalent experience
• Knowledge of spreadsheet software and sales-related software (Salesforce.com highly desireable)
• Additional experience and expertise in voice and messaging services is highly desirable