Job Description

POSITION SUMMARY (brief description of purpose of the position)
This is an International Sales cum 360 degree Account/Customer Lifecycle Management IC role for Revenue Generation and Management with 10% of India based customers & 90% international, leveraging in-person & digital modes of engagement. It also includes Sales/Order booking from existing base ( Farming ), new accounts ( hunting ) and Renewals & Retention as critical components of this role.
Responsible for Territory planning, segmentation, developing and executing short-, mid- and long-term sales strategies for the global markets (Europe/Americas/APAC/SAARC). Forecast Sales volumes at RTM level with monthly, quarterly, and annual/bi-annual projections and ensure its adherence.
Responsible for anchoring account relationship (reviving historically dead/spoiled ones too) and account strategy in the assigned set of accounts through deep and strategic customer engagement to manage & grow existing revenue base(FARMING). Position and promote TCL to new international and domestic customers to generate & pursue net new sales opportunities (HUNTING). Own full sales lifecycle from Lead-to-Order-to Cash by getting feasibilities checked, solutions created, negotiate commercials internally & externally and timely service delivery to maximize conversion & generate revenue as per Sales strategy/AOP.
Lead, own and drive the deal progressions by collaborating with various CFTs (Solutioning, Marketing, Feasibility, Legal, Tax, Commercial, Product, Sales Support, Service Delivery).
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Post service delivery, driving entire lifecycle management including Renewals and Retention for revenue management, issue resolution etc (legal, technical, commercial, collections, disputes etc) are critical components of this role.
Candidates with Prior Selling experience in Telco, Managed Hosting Services, Security Services and Unified Collaboration Services in mid to large sized organizations would be given preference.
We may also look at profiles (at AM level) who have strong experience in Lead Generation (SQLs) in core technology companies. We would onboard such profiles as Lead generation AM and slowly move them towards full sales lifecycle management as the person progresses/performs.
Purpose - Broad objective of the role
Identify, generate, propose, and close sales opportunities for Tata Communications product and service solutions over the phone. Identify areas of expansion and build business plans for a defined territory. Conduct account research, profiling, RPC search and connecting with them to convert the conversations in to business opportunities and eventually conversions
Achieve the required quantity and quality of outbound calls to prospects to qualify and convert enough new business to meet monthly & quarterly revenue/OB quota.
Keep knowledge up to date of the Telecom Industry and meet training targets to maintain a thorough understanding of Tata Communication Products, process, and promotions to provide highest levels of sales support
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Provide pricing, proposals and take orders over the phone and through email. Utilize phone, email and web tools to communicate and present company offerings. Perform all the activities related to Account Management for the assigned accounts.
Submit accurate monthly/quarterly forecasts and any other reporting requirements in conjunction with salesforce.com
To meet and/or exceed individual product and services revenue quota, effectively build and execute a territory plan to maximize revenue Weekly forecasting using the right Sales methodology.
COMPETENCIES & SKILLS
Minimum 6+ years of experience in Digital Sales for AM and 10+ for Manager role ; preferably with Telco company or otherwise SAAS/IT Infra companies with strong consultative selling experience. Should have strong expertise in both hunting and farming roles in international markets (US/EUROPE/APAC). Excellent interpersonal and customer relationship building skills are required. Hands-on Experience on SFDC or with major CRM tools.
Excellent written, oral and listening skills required Strong business acumen
Strong ability to influence at all levels and strong negotiations skills
Must be comfortable speaking with high-level decision-makers to drive meaningful business conversations
Excellent time management, multi-tasking, and organizational skills are required.
Demonstrated ability to be proactive and take initiative to get things done. Technical sales experience a must.
Tenacity/Intensity and results orientation.
A customer-Centric Selling experience with strong customer focus is needed.
Passion for Improving Business Performance and for Your Ongoing Professional Development
Qualifications and Experience
BE/Btech mandatory (or should have strong expereince in selling technology products/services as called above)
MBA advantageous
Languages
Expertise in English (Verbal & Written) mandatory
Other relevant languages (Mandarin/French/Spanish) would be an advantage
Experience (technical, commercial, industry / product / functional expertise, etc.)
SFDC, windows, Outreach, Zoom Info, LinkedIn Sales Navigator and Microsoft Office
Technical knowledge -IT, N/W, S/W, SAAS based sales experience. Telecom Sales experience preferred
US Shift timings