General Manager - Sales- India

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 The Role

Drive deep and strategic customer engagement in the assigned set of Enterprise accounts. This specifies a complete account ownership and responsibility for new order booking (OB) and Revenue, growing into of the account. The requirement is to have deeper penetration within accounts by beating and displacing incumbents where applicable. This includes improving product penetration ratio (PPR)). The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets. The seller will continually seek to increase wallet share within the targeted accounts and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio.

Key Responsibilities

• Ensuring revenue increases through newly acquired customers and an incremental wallet share from or customers
• Achieving assigned OB targets
• Market penetration and new account , and then cross-selling into account to improve PPR
• Reducing churn over current market share
• Developing digital deal funnel and driving pursuit strategy closure
• Attaining domain knowledge, creating account development plans
  
  

Minimum Qualification & Experience

Bachelors and/or equivalent experience. MBA or eqivalent preferred. Minimum 15 years of enterprise sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.

Technical Competencies

Any Technical Sales Certification in Cloud , Hosting , Security , UCC & Managed Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditions would be an added advantage.

Desired Skill sets

• Has significant experience (~ 15 years) in managing Enterprise accounts
• Experience in sales motion cadence associated with forecasting, SFDC management, pipeline/funnel build
• Extensive experience in building executive relationships with key customer stakeholders
• Expertise in drafting a Go to market plan/ customer acquisition strategy
  
  

Preferable Industry : SI or Telecom or Technology (Telecom Vertical), and Experience in managing BFSI/ Manufacturing Accounts.