Job Description

Job Family Descriptor Enterprise Cloud Solution Sales Specialist About the Function TATA Communications Cloud Business has complete suite of Infrastructure services that offer compute, storage, security, reliability, and scalability, running the full stack from infrastructure to applications across platforms and hardware. We enable cloud services on our ownt IZO Cloud Solutions as well as on AWS, AZURE & GCP and services Ranging from IaaS, PaaS etc Purpose of your Role As a Cloud & Infrastructure Solutions Sales Specialist, you will define the strategy for cloud services growth in the west region (segment), position Cloud services & Consult customers to adopt and migrate their infrastructure on the suitable platform, recommend the right approach for the cloud journey, drive and achieve the Sales ORDER BOOK & REVENUE Targets in the assigned segment, engage with cross-functional teams to develop customer proposal, establish and manage key relationships with C-level executives, and make presentations and drive customer workshops. You-ll work closely with Sales account teams and Solutions to lead conversations about how services can transform our customers\' organizations. You will also partner with other functional teams across the Product, Commercial desk, Alliances, Sales Operations, and remove barriers and ensure flawless execution and success of the customer engagement. You will be accountable for (Key Responsibilities) Develop and Execute segment plan to meet and exceed Order book & Revenue targets. Effectively position TATA Comm Hosting, Cloud and Infrastructure Services Opportunity Identification and development to closure (Hunting). Create & articulate compelling value propositions for Tata Communications Make and deliver compelling presentations, conduct workshops and able to influence decision makers Maintain record of qualified funnel and be able forecast deal closures Collaborate with Sales, Solutions, SME, production, commercial and marketing team to meet customer requirements. Establish regional alliances with OEMs, AWS, Azure & Google Cloud to develop market and segments. Able to translate business information from customer and Provide insights to Solutions, SME and product to enable development of proposal Drive customer response from cross functional teams and own the outcome. Provide Market insights and competition updates to stakeholders Skills of Solution Sales Specialist Technical expertise and Selling background for Server, Storage, Virtualization, Cloud (AWS, AZURE) and hosting services. (MUST) Understanding and knowledge of Infrastructure as a service tools & terminology Field sales experience for Hardware, Software & Infrastructure services Excellent communication, presentation, and cross-functional collaboration skills. Ambitious, self-driven, go-getter, risk-taker, persuader, and influencer. Contract negotiation & objection-handling Skills for a win-win relationship Extensive customer contact and Professional network. Sound understanding of Financial modeling (IRR,NPV) and ability to structure the deals Expertise in cloud stack elements: Hardware/Software Defined Infrastructure, Data Storage, Data / Application Platform, Security, Data Center Facilities Functional understanding of key technologies and trends in the cloud domain bi-modal IT, containerization, software defined technology, hybrid cloud operating models, etc. Understanding of competitive landscape in this space. You Are (Behaviours to display aligned to DRIVE) A highly motivated, self-driven, performance oriented individual contributor who can work in a cross functional matrix organisation and deliver results. He/she should possess Sound understanding of cloud and infrastructure related technology . Proactive and hands-on, with strong business acumen and drive and determination to succeed You have (Qualification and exp) 12+ years significant industry knowledge and experience in hosting/cloud selling. Relevant cloud certification for sales professionals will be an advantage. Must show demonstrable experience in developing C-level relationships: demonstrate business acumen in presenting solutions on an ROI basis, strategies, successful penetration of new accounts, and building successful client relationships across an entire spectrum of buyers, influencers, and C-Level decision makers across a broad spectrum of solutions. Must selling exposure in West Region The ideal candidate will possess both Sales and Technical knowledge that enables him or her to engage, develop and execute plan, to meet Order and Revenue objectives.

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