Senior Manager - Sales

About Tata Communications

Tata Communications is innovating connectivity by leveraging Cloud, Mobility, IoT, Collaboration, Security, Media, and Network services to create a more intelligent communication ecosystem.

Position Overview

We are searching for an experienced Sales Leader specializing in Telecom System Integration (SI) services to spearhead business expansion with telecom operators across the Middle East region. This Riyadh-based role entails managing strategic client relations, steering sales teams, and overseeing the entire sales process including commercial modeling and deal structuring.

Primary Responsibilities

• Accelerate revenue from TCTS offerings such as network integration, deployment, managed services, and transformation initiatives.
• Manage end-to-end sales activities: identifying leads, qualifying prospects, crafting solutions and proposals, negotiating, and closing deals.
• Develop and implement account strategies targeting key regional telecom operators.
• Discover and cultivate new business within current accounts via account mining and cross/up-selling.
• Foster robust C-level relationships with telecom operators, MVNOs, and strategic partners in the region.
• Serve as the main liaison connecting customers with internal stakeholders including solution architects, delivery teams, finance, and legal.
• Represent Tata Communications in client meetings, RFP discussions, executive briefings, and contract negotiations.
• Align Tata Communications SI solutions to customers' transformation priorities based on deep business understanding.
• Lead commercial modeling encompassing pricing strategies, cost and margin analyses, and financial business cases.
• Ensure deal profitability while maintaining compliance with financial and commercial governance.
• Provide commercial support and risk evaluation for RFP and tender submissions.
• Collaborate with legal and finance teams to drive contract negotiations.
• Mentor and lead sales teams across the region, setting targets and performance metrics to boost capability and achieve objectives.
• Collaborate with pre-sales, solution engineering, delivery, supply chain management, and finance to ensure smooth deal execution.
• Relay market intelligence to internal teams to assist service improvements and portfolio development.
• Monitor telecom network trends including 4G/5G, cloud, and managed services.
• Help shape regional go-to-market strategies and annual plans.
• Support fostering strategic partnerships and alliances aligned with TCTS service expansions.

Required Skills and Experience

• Comprehensive knowledge of Telecom System Integration services covering network integration, deployments, managed services, and transformation projects.
• Demonstrated proficiency in managing complex sales lifecycles within telecom solutions.
• Strong skills in commercial modeling and financial analysis.
• Expertise in managing customer relationships, negotiations, and closing high-value deals.
• Experience managing extensive multi-national operator accounts.
• Leadership qualities to manage and scale sales teams effectively.
• Excellent communication, presentation, and stakeholder management capabilities.
• Bachelor’s degree in Engineering, Telecommunications, Business, or related disciplines; MBA or equivalent preferred.
• 12 to 18+ years' experience in telecom sales or telecom system integration sales with significant operator account exposure.
• Proven track record in securing large, complex telecom SI contracts.
• Prior experience selling telecom SI service portfolios is highly desirable.