Senior Manager, Tcs Sales

Broad outline of the Role
Develop sales plans to achieve annual target; Allocate targets to team based on nature of accounts and market dynamics.Monitor target achievement by account.Engage with key customers to understand their technical requirements and price points. Provide support to team where required for opportunity closure. May lead important projects that require providing experienced project team members with instruction, guidance and advice in all aspects of the project to ensure delivery of quality outcomes. Tactical role which provides a marked contribution to defining the direction of new products, processes, standards or operational plans based upon business strategy, with a significant mid term impact on business unit overall results. Identifies problems and significantly improves, changes or adapts existing method and techniques. Focus is on implementation and control rather than policy and strategy development. Impact of decisions made is short-mid in nature. May have involvement in regional projects, but as a team member rather than project leader. Education : Engineer and MBA Experience : 7-12 years in sales preferably in the telecom industry
Purpose - Broad objective of the role
Drive engagement in the Continental Europe for TCS Partnership services. Enhance TCL relevance to enterprise customers in collaboration with TCS CE sales teams. To have a deep understanding of the enterprise telecommunications market in support of a SI channel, to identify & develop opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience.
Key Responsibilities
Support the development of a campaigns for the Tata Communication sales into TCS

Aim to increase the TCL’s wallet share and position TCL as a strategic provider of TCS

Identifying opportunities for large engagements and develop pursuit strategies

Deliver Revenue Targets and Pipeline Growth

Solution Selling Approach by putting across Tata Communications Point of View in the minds of customer in line with TCL processes and best pratice

Ability to work on large complex deals and make connects with CXO levels in customer organisations

Lead customer negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are aligned in delivering winning propositions

Proactively identify the problem area internally with product & solutions team, setting up periodic calls between, sales, legal, commercial, solution & product to propose the desired solution to customers, prioritize on key opportunities to gain faster closures.

Drive pipeline development and work with TCS / SI channel teams to enhance routes to market

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 networks transformation footprints & great product knowledge would be an additional advantage.

Highlight DRIVE behaviours - Accountability & Ownership, Collaboration, Innovation & Agility

You have experience in
12+ year s of enterprise sales and account management experience. This include min of 4 years of experience working in/with SIs in telecommunications / CSP services.
Should have worked with Cloud, IT/SI/Telecom organizations in account management role.
Must have experience in working with global enterprise environment
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 in relationship management or large deals management would be an added advantage.