Director - Sales - 15046

Tata Communications Matawan , NJ 07747

Posted 2 months ago

Job Family Descriptor

Drive deep and strategic customer engagement in the assigned set of (New Logo) accounts. This role specifies a complete account ownership and responsibility for new order booking (OB) and Revenue, growing into P&L management of the account. The requirement is to bring in new accounts by beating competition and displacing incumbents. Once penetrated, the goal will be to drive account level product penetration by upselling and cross selling into the account (improve product penetration ration (PPR)). The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets. The seller will continually seek to increase wallet share within the targeted accounts and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio.

Main drivers for success:

  • Ensuring revenue increases through newly acquired customers and an incremental wallet share from acquired or onboarded customers

  • Achieving assigned OB targets

  • Market penetration and new account breakins, and then cross-selling into account to improve PPR

  • Reducing churn over current market share

  • Developing digital tranformation deal funnel and driving pursuit strategy to closure

  • Attaining domain knowledge, creating account development plans

Working very closely with team of solutions architects, Comercial teams, sales specialists and technical managers, bid managers of New Logo RTM across region.

Level Descriptor

Bachelors in STEM (preferred) and/or Masters Degree in Management from a premier institute with 08- 12 years of enterprise sales experience (incl. 1-2 years country wide experience) . Should have worked with Cloud services, Telecom/IT/SI organizations in account management role.

Any Technical Sales Certification in Cloud , Hosting , Security , UCC & Mananged Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditions would be an added advantage .

Certified in Account Management; Certified Sales Specialist by Cisco /MS prefered. Certified in Innovation & Creativity, Market development initiatives /territory penetration is an added advantage.

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

Other knowledge/skills

Key Responsibilities

Technical Competencies

Knowledge / Skills

Communication Skills


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Director - Sales - 15046

Tata Communications