Associate Director, New Logos

2 weeks ago

London, United Kingdom Tata Communications Full time

Purpose - Broad objective of the role

Key Responsibilities
- Ability to hunt into brand new accounts via various sales techniques and account entry strategies and build new relationships in these accounts.
- Ability to engage contacts at various customer business units and central functions from “C” suite down to operational individuals and able to drive strategic conversations across each.
- Develop a long term (2-3 years) strategic account plan by understanding the customers business, their current landscape and areas where TCL can contribute.
- Aim to understand Tata Communications’ various products and services with the intent to position us as a strategic partner for the customer’s digital transformation journey.
- Identifying opportunities for large engagements (complex, multi-product solutions) and developing relevant pursuit strategies.
- 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
- Ability to proactively identify problem areas both external and internal and drive resolutions through engagements with product & solutions, commercial, legal teams, etc.
- Possess excellent deal management skills and pipeline management (Salesforce) hygiene.
- Consistently propel improvement in NPS (Net Promoter Scores) by serving as the customer’s primary advocate within Tata Communications
- 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.
- Deliver Order Book & Revenue Targets for the year quarter on quarter in your assigned accounts.

Minimum qualification & experience
- Bachelors degree (preferably management or technology) 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/Services Sales.
- Prior, relevant experience working in similar roles with Systems Integrators, Managed Services, Platforms, IT Services or Telecoms organizations, managing mid-large enterprise accounts.
- Aggressive hunting skills.
- Strong understanding of sales in the Cloud Communications/Collaboration, Network Transformation (SDWAN, SASE), Customer Experience, Managed Cloud and/or Managed Security Solutions. Sales specialization in the relevant field would be a plus.
- Ability to be a team-player who can proactively liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations), both locally and remotely.
- Ability to engage and collaborate with external product/OEM partners, research firms, etc to meet customers needs.
- Excellent Communication skills and ability to engage executive level conversations are key.
- Excellent command on Industry footprints & product knowledge would be an additional advantage.
- Any Technical Sales Certification in Cloud, Hosting, Security, UCC & Managed Services would be preferred. Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditations would be an added advantage.
- Certified in Account Management; Certified Sales Specialist by Cisco /MS preferred. Certified in Innovation & Creativity, Market development initiatives/territory penetration is an added advantage.

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