Job Description

Job Family Descriptor

Drive deep and strategic customer engagement in the region. As a country head you will play a critical role in driving revenue growth, expanding market share, and ensuring customer satisfaction. Your industry expertise and strategic thinking will contribute to the success and profitability of TCL operations in the region. This specifies a complete account ownership and responsibility for new order booking (OB) and Revenue, growing into of the region. The requirement is to have deeper penetration within accounts by beating and displacing incumbents where applicable. This includes improving product penetration ratio (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 and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio.

Broad outline of the Role

Main drivers for success:

• Sales Strategy and Planning: Develop and implement sales strategies and plans to achieve revenue and growth targets within assigned region.
• Conduct market research and competitor analysis to identify business opportunities and stay ahead of market trends.
• Ensuring revenue increases through newly acquired customers and an incremental wallet share from customers.
• Market penetration and new account, and then cross-selling into account to improve PPR
• Reducing churn over current market share.
• Developing digital deal funnel and driving pursuit strategy closure.
• Attaining domain knowledge, creating account development plans.
• Cultivate and maintain strong relationships with key customers, partners, and stakeholders.
• Understand customer needs and provide customized solutions to meet their requirements.
• Monitor sales performance, analyze key metrics, and prepare regular sales reports.
• Identify areas of improvement, address sales challenges, and implement corrective measures. Provide insights and recommendations to senior management for business growth and optimization in the region.

• Preferably with Bachelor\'s or equivalent.
• Should have worked with technology services companies (telecom, software, applications, cloud services) in account management role.

• Has significant experience (~ 15-20 years) in managing Enterprise accounts.
• Experience in sales motion cadence associated with forecasting, SFDC management, pipeline/funnel build.
• Extensive experience in building executive relationships with key customer stakeholders.
• Expertise in drafting a Go to market plan/ customer acquisition strategy.
• Preferable Industry : SI or Telecom or Technology (Telecom Vertical)

• Any Technical Sales Certification in Cloud, Hosting, Security, UCC & Managed Services would
• be preferred. Certified Technology Consultant; Certified Technical Sales Professional; Certified
• in Data Analytics & Management like accreditations would be an added advantage.

Tata Communications