Sr. Manager - Sales

Job content

Purpose - Broad objective of the role
Drive engagement in the UK and Ireland accounts for Contact Centre solutions. Enhance TCL relevance to enterprise customers in collaboration with UK&I sales teams. To have a deep understanding of the enterprise contact centre ‘as a service’ market, to identify & develop opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience
You will be accountable for (Key Responsibilities)

• Support the development of a campaign plan for the Tata Communications channel for Contact Centre solutions
• Aim to increase the TCL’s wallet share and position TCL as a strategic partner for TCL customers
• Identifying opportunities for large engagements and develop pursuit strategies
• Deliver Revenue Targets and Pipeline Growth
• Solution Selling Approach by putting across Tata Communications Point of View in the minds of customer in line with TCL processes and best pratice
• Ability to work on large complex deals and make connects with CXO levels in alliance and customer organisations
• Lead customer negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are aligned in delivering winning propositions
• Proactively identify the problem area internally with product & solutions team, setting up periodic calls between, sales, legal, commercial, solution & product to propose the desired solution to customers, 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.
• Drive pipeline development and work with TCS and SI channel teams to enhance routes to market in support of our Alliance channel
• 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)

• 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 networks transformation footprints & great product knowledge would be an additional advantage.
• Highlight DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility

You have experience in

• 12+ years of enterprise sales and account management experience. This include min of 4 years of experience working in contact centre solutions.
• Should have worked with Cloud, IT/SI/Telecom organizations in account management role.
• Must have experience in working with global enterprise environment
• 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 preffered . 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 in relationship management or large deals management would be an added advantage.