Job Family Descriptor
Developing 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.
Job Responsibilities 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 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 for the year quarter on quarter in your assigned accounts. Solution Selling Approach by Putting across Tata Communications Point of View in the minds of customer. 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
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
Size and Scope of Role - Total team size
Size and Scope of Role - Other size parameters
Minimum qualification & experience B.E. / B.tech Or MCA with Masters Degree in Management 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 Sales. Should have worked with Cloud, IT/SI/Telecom organizations in account management role. Must have experience in working with Large enterprise environment Any specialization in networking , past experience in technical/telecom solutions sales would be preferred Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations) Any Technical Sales Certification in Cloud , Hosting , Security , SDWAN, UCC & Mananged Services would be preffered . 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 Sales Specialist by Cisco /MS would be preferred. Certified in relationship management or large deals management would be an added advantage.
Key Responsibilities 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, priortize on key opportunities to gain faster closures. Monitor lead and opportunity progress on CRM system Salesforce.com. Creating account development plans driving large deal closure with teams participating accross support functions Using C level mapping for faster closures. 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
Knowledge / Skills
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