General Manager – Sales- India Full Time NEW

Tata Communications Redefines Connectivity with Innovation and IntelligenceDriving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we at Tata Communications are envisaging a New World of Communications

Minimum Qualifications & Experience

An MBA with more than 10 years of experience in consultative selling in the industry, including strong ICT technical background – preferably in a multinational /global environment. Sales Management experience in managing sales activities through direct and matrixed resources. Experience in CXO level engagements and working with industry experts, partners, technology vendors.

Other Knowledge & Skills

People Management, Solution Selling, Hunting , Large deals, Consulting skills, sales, strategic thinking, and creativity and innovative solution making with strong technical and commercial orientation.

Key Responsibilities

• Sales Strategy Lead, define and implement sales strategy and engagement models for solution specialists across different routes to market; Develop annual sales plans and targets in conjunction with the Regional Head and Product Management Heads; Identify key service /solution partners and establish relationships with senior management in the partner companies; Initiate discussions for large contracts in multi product solutions with new and existing customers; Monitor performance of teams on the business growth plans and approve adjustments, as and when required. 2) Business Development Provide strategic direction to sales, own team and other stakeholders for identifying high-potential customers and building long-term alliances; Work closely with the BDMs for different RTMs in developing large, multi product solutions; Participate in negotiations/ meetings of complex/ large deals; Track all active opportunities and provide support to team in aspects like deal assessment and preparation of proposals and presentations; Review progress of the deals by involving in decisions related to contracts and pricing. 3) Market Development Conduct reviews with product management on the development of services and capabilities in the growth areas to increase market relevance and value proposition for such services in the market. Assess and review the pricing and contract management approaches to increase broader penetration, win rate and profitable business for the company in the identified areas Lead and provide direction to region-specific sales teams and solution specialists in opportunity identification and analysis and proposals preparation; Manage relationships with senior management across customers, partners and TCL to address issues as needed; Involvement in negotiations and provide approvals for decisions related to contracts and its ongoing amendments, where required. 4) Team Development Regularly review team structure and assess talent requirements; Participate in the recruitment and selection process; Conduct goal setting and performance review for the team; Drive team development, engagement and reward initiatives; Coach and mentor team members as required and ensure resolution of any people issues. Drive development of skills as needed for growth areas. Manage the sales funnel and resources to maximize productivity and efficiency in the business