Associate Director - Sales, APAC Region

About Tata Communications

Tata Communications pioneers connectivity innovation, driving advancements in Cloud, Mobility, Internet of Things, Collaboration, Security, Media, and Network services to envision a transformed global communication landscape.

Role Overview and Responsibilities

• Lead sales efforts for both new and existing accounts by identifying additional revenue sources, securing new client logos, and deepening product engagement within current clients.
• Carry end-to-end ownership of new order bookings and sustaining existing revenue streams for designated business units or accounts.
• Plan and execute sales strategies, including prospecting, relationship cultivation, opportunity assessment, deal negotiation, and closure to meet sales targets.
• Develop sales plans based on analysis of business potential to expand current business, forge new revenue channels, and attract new clients.
• Establish and sustain influential connections with multiple stakeholders at various levels within customer and partner organizations to strengthen account presence.
• Build and maintain a robust sales pipeline while managing accurate revenue forecasting and projections.
• Engage deeply with customers to comprehend their needs, overseeing the fulfillment process throughout the sales cycle.
• Own comprehensive account management by grasping each customer’s strategic goals, business needs, operational hurdles, purchasing decisions, contract procedures, and internal politics, while managing key stakeholder expectations.
• Coordinate cross-functional internal teams including technical solutions, bids and commercial, finance, products, service delivery, and operations to support sales objectives.
• The position may function as an individual contributor or may involve leading a small team.

Required Experience and Educational Background

• Hold a Bachelor's degree or equivalent professional experience, with a preference for MBA or comparable postgraduate qualifications.
• Possess 7 to 12 years of enterprise sales expertise, preferably with technology service providers in telecom, hardware, software, application, or cloud services sectors.

Additional Skills and Knowledge

• Demonstrated familiarity with sales cadence related to accurate forecasting, Salesforce.com (SFDC) management, and pipeline development.
• Proven success in building and sustaining executive-level relationships with crucial customer stakeholders.
• Proficient in creating go-to-market plans and customer acquisition strategies.