Senior Manager

Job Family Descriptor
Sales Specialist function is a part of the sales job family providing customer facing support to help our sales teams to exceeds the regional targets. Sales family focuses on d eveloping the company’s long-range sales strategy and forecasting sales volumes for the entire organization, building customer and partner relationships, and territory planning and segmentation. Identify sales opportunities and conduct feasibility checks to ensure maximum conversion of these opportunities to generate revenue as per sales strategy/ targets. Positioning and promoting the partner value proposition, leading sales/account managers in the development and expansion of opportunities, and reinforcing existing relationships. Responsible for annual revenue quota booking with significant growth in subsequent years with an emphasis on the development of client relationships and customer delivery.
Broad outline of the Role
Purpose - Broad objective of the role
Operating Network - Key External Operating Network - Key Internal Size and Scope of Role - Financial Size and Scope of Role - No. of direct reports

Individual Contributor; No direct reports.

Size and Scope of Role - Total team size

Individual Contributor; No direct reports.

Mentor and guide virtual teams on day to day activities related to the services

Be seen as the leader and single point of accountability for the services in market development and opportunity management process

Size and Scope of Role - Other size parameters Minimum qualification & experience

A track record with 10-15 years of experience in solution/sales to enterprises within the Asia region.

**Specific experience in / understanding of**:
The Secure Network Transformation market and requirements across customer segments and verticals

Major trends, technologies including SASE, SSE, Cloud Security, RBI, SDWAN, SWG ,AI, ML, and automation

Major vendors and competitors in this space, especially cloud platform providers and managed services providers

Complex Network transition and cloud transformation in the enterprise space.

Large managed services and SaaS sales and commercial models

Pricing models, and development of deal financials, margin analysis.

Balancing trade offs between cost, SLA, and SOW in complex deals.

Large deal management for both direct and partner deals

Other knowledge/skills

A technical seller that understands the secure network transformation technology stack and can convert this deep technical expertise into business acumen that our customers can easily absorb.

Must be able to collaborate across stakeholders - Internally (e.g. Regional sales and sales leadership, Product, Marketing; Network Team, Service Delivery / Assurance / Management, Billing & Collections, Solutions Team) and Externally (e.g. Customers, Marketing Research, Customer forums, Partners, Suppliers OEM vendor teams)

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

Key Responsibilities

Working with sales team to provide support on qualified sales opportunities, through activities such as sales calls on qualified leads, customer presentations, customer negotiation, bid and proposal development, deal structuring, etc.

Aggressively lead and drive opportunity management process for the services.

Engagement with product teams to define and support non-standard requirements both in support of individual deals and in the longer-term roadmap.

Identifying needs for partner services and recruiting partners with competitive offerings to augment our offerings.

Maintaining close relationships with major vendor/partners in the region and leveraging them to Tata Communications’ advantage. Partners include Cisco, Fortinet, Versa, Palo Alto and others.

Defining and executing business development and lead generation activities, and necessary planning and coordination with marketing, sales management, and other functions.

Develop and execute customer-specific account plans along with Account Team, including regular account reviews. Maintain relationships and grow business with all major customers.

Account charter includes all Asia Pacific Enterprise and new logo accounts for solutions like SDWAN, MPLS, Internet WAN, Cloud Security services and Edge Services.

Represent Tata Communications at industry and customer events

Technical Competencies

**Specific experience in / understanding of**:
The Secure Network Transformation market and requirements across customer segments and verticals

Major trends, technologies including SASE, SSE, Cloud Security, RBI, SDWAN, SWG ,AI, ML, and automation

Major vendors and competitors in this space, especially cloud platform providers and managed services providers

Complex Network transition and cloud transformation in the enterprise space.

Vendor Certifications within the space such as Cisco, AWS, Zscaler, Palo Alto, Versa etc.

Knowledge / Skills Communication Skills