Director, Enterprise Sales

Purpose - Broad objective of the role
To realize growth of profitable revenues for Tata Communications by planning and carrying out strategic sales activities for the acquisition of new enterprise accounts identified in the TML list of 350 target client with companies with annual revenues between USD 1-10 bn and Industry focus on Hi-Tech / IT, transportation, BFSI and Auto. The sales activities should be targeted at selling Tata Communications to multinational companies headquartered in the region.
Key Responsibilities
- Leading a team of 4-5 experienced Sales Executives.
- Deliver Order Book & Revenue Targets for the year, quarter on quarter in your assigned Market segment/geographical area.
- Grow the business to at least EUR 130M Revenue in the coming 4 years.
- You and your team will develop a long term (2-3 years) strategic account plan per account by understanding the customers business, their current landscape and areas where TCL can contribute.
- Aim to increase the TCL’s wallet share and position TCL as a strategic partner for their digital transformation.
- Identifying opportunities for large engagements (multi-tower, multi-year, multi-products) and developing pursuit strategies.
- Solution Selling Approach by Putting across Tata Communications Point of View in the minds of customer.
- Ability to work on large complex deals and make connects with CXO levels in customer organisation.
- 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.
- Develop existing customer base through appropriate propositions and ethical sales methods and drive improvement in NPS (Net Promoter Scores)
- Track and report market and competitor activities and provide relevant updates / reports
- Constant upgrade of skills by acquiring all Role based curriculum recommended Trainings & Certifications.

Behaviours you display
- Must be able to collaborate across stakeholders - Internally (Product, Marketing; Networks Team, CSO - Service Management, Billing & Collections, Solutions Team, etc) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc)
- Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc
- Excellent command on Industry footprints & great product knowledge would be an additional advantage.
- Highlight DRIVE behaviours - Accountability & Ownership, Collaboration, Innovation & Agility

You have experience in
- Proven track record of closing complex solution deals with large European Enterprises.
- B.E. / B. Tech Or MCA with Masters Degree in Management from a premier institute with 8- 12 years of enterprise sales and account management experience. This include min of 5 years of experience working in Technology Product Sales.
- Should have worked with Cloud, IT/SI/Telecom organizations in account management role.
- Must have experience in working with Large enterprise environment
- Any specialization in networking, past experience in technical/telecom solutions sales would be preferred
- Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations)
- Any Technical Sales Certification in Cloud, Hosting, Security, SDWAN, UCC & Managed Services would be preferred. Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management; Certification in Program Management would be an added advantage.
- Certified in Account Management; Certified Sales Specialist by Cisco /MS would be preferred. Certified in relationship management or large deals management would be an added advantage.
- Language requirements - French (Native) and English