Deputy General Manager - Sales (India)

About Tata Communications

Tata Communications is advancing connectivity through innovative and intelligent solutions. Harnessing the power of Cloud, Mobility, IoT, Collaboration, Security, Media and Network services, the company is shaping the future of communication.

Role Overview

The Deputy General Manager - Sales is responsible for driving sales growth by increasing revenue from existing accounts and acquiring new clients. This role entails full accountability for order bookings and revenue targets, focusing on comprehensive sales planning, prospecting, relationship development, opportunity identification, qualification, pursuit, and closing deals. It plays a tactical role influencing the direction of operating plans in alignment with overall business strategy, significantly impacting mid-term results.

Key Responsibilities

• Analyze business potential and formulate sales strategies to expand existing business, create new revenue channels, and acquire new customers.
• Establish and nurture relationships with key stakeholders, including decision makers, influencers, and executive sponsors across accounts or partner organizations.
• Develop and maintain sales pipelines, manage projections, and forecast revenue accurately.
• Engage closely with key clients to comprehend their needs and oversee the sales process through to fulfillment.
• Own the account fully by understanding customers' strategic goals, business needs, operational challenges, buying behavior, contracting procedures, and internal dynamics, while managing stakeholder expectations effectively.
• Collaborate internally with cross-functional teams such as technical solutions, bids and commercial, finance, products, service delivery, and operations.
• Lead a small team or function as an individual contributor, depending on business requirements.

Minimum Qualifications & Experience

• Bachelor's degree or equivalent professional experience; MBA or similar advanced qualification is preferred.
• 7 to 12 years of experience in enterprise sales, preferably within technology service companies such as telecom, hardware, software, applications, or cloud services in an account management role.

Additional Skills & Knowledge

• Proficient in sales process cadence including forecasting, SFDC management, and building a robust sales pipeline.
• Strong background in cultivating executive-level relationships with key customers.
• Skilled in formulating Go-to-Market plans and customer acquisition strategies.