Job Description

Purpose of your Role

Drive deep and strategic customer engagement in the assigned set of enterprise accounts. To understand Customer\'s Industry landscape / context, to identify & delelop large opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience

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 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
• 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)

• 13+ 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 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 & Mananged 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 preffred. Certified in relationship management or large deals management would be an added advantage.

Tata Communications