Sr Manager

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

Purpose Of Your Role
Drive deep and strategic customer engagement in enhancing TCL relevance to enterprise customers and resonance with the strategies of these customers. To have a deep understanding of the Industry landscape / context, to identify & develop opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience.

You Will Be Accountable For

• Develop a long term (3 years) strategic account plan 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.
• Deliver Order Book & Revenue Targets and Pipeline Growth (annualised, total contract value and qualified pipeline value).
• Responsible to accurately forecast and report on opportunities (OB & Revenue).
• Solution Selling Approach (Tata Communications Way Of Selling) by putting across Tata Communications Point of View in the minds of customer for their digital transformation in line with TCL processes and best practice.
• 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.
• Create, monitor lead and opportunity progress on CRM system
• Creating account development plans driving large deal closure with teams participating across support functions Using C level mapping for faster closures.
• Ownership for stakeholder management of external and internal contacts affecting customer engagements and outcomes.
• Ownership for the full qualification process including full buying process, influencers and decision makers.
• Drive pipeline development and work with TCS and SI channel teams to enhance routes to market.
• Drive pipeline development and work with new & existing OEM partners to enhance routes to market.
• Develop existing customer base through appropriate propositions and ethical sales methods and drive improvement in NPS (Net Promoter Scores).
• Utilise external customer intelligence (annual reports) and work with Marketing & vertical proposition leads to track and report market and competitor activities and provide relevant updates / reports.
• Provide thought leadership & work with SPOCs to drive innovation and value add win themes into propositions for customer accounts.
• Constant upgrade of skills by acquiring all Role based curriculum recommended Trainings & Certifications.

You Are

• 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 Tata Communications footprint & great product knowledge would be an additional advantage.
• Highlight DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility

You Have Experience In

• 8-15 years of enterprise sales and account management experience.
• Should have worked with Cloud, IT/SI/Telecom organizations in account management role.
• Must have experience in working with Large enterprise environment
• Past experience in solutions sales is preferred
• Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations)
• Certified in Account Management; Certified in relationship management or large deals management would be an added advantage.