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Deputy General Manager- Sales- India

5.00 to 12.00 Years   Chennai,India   02 Jul, 2023
Tata Communications Limited
Job LocationChennai,India
EducationNot Mentioned
SalaryNot Mentioned
IndustryTelecom / ISP
Functional AreaTechnology
EmploymentTypeFull-time

Job Description

Must Haves

  • 12+ years of enterprise sales and account management experience. This includesmin of 5 years of experience working in Technology Product Sales.
  • Should have worked with Cloud, IT/SI/Telecom organizations in an account management role.
  • Must have working exposure in South especially Chennai
  • Must have sold Cloud & Security to Enterprise or B2B client
Purpose of your Role You will be accountable for (Key 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 TCLs 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
  • 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
Constant upgrade of skills by acquiring all Role based curriculam recommended Trainings & Certifications. You Are (behaviours to display - DRIVE)
  • 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 Industry footprints & great product knowledge would be an additional advantage.
Highlight DRIVE behaviours - Accountability & Ownership, Collaboration, Innovation & Agility You have experience in (including any education background & Certifications)
  • 12+ years of enterprise sales and account management experience. This includesmin of 5 years of experience working in Technology Product Sales.
  • Should have worked with Cloud, IT/SI/Telecom organizations in an 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 & Managed Services would be preferred. 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.

Keyskills :
NetworkingSDWANSalesforce.comCloudData AnalyticsSales SpecialistSecurityProgram ManagementRelationship ManagementManaged ServicesUCCAccount ManagementLarge Deals Management

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