Sr Manager - Sales - UK & Ireland

Tata Communications Redefines Connectivity with Innovation and Intelligence. Driving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we envision a New World of Communications.

Purpose Of Your Role

Drive deep and strategic customer engagement in enhancing TCL relevance to enterprise customers and resonance with the strategies of these customers. Understand the industry landscape, identify opportunities, pursue closure, and work with the customer success team to deliver outstanding customer experience.

You Will Be Accountable For

• Develop a long‑term (3 years) strategic account plan by understanding the customer’s business, current landscape and areas where TCL can contribute.
• Aim to increase TCL’s wallet share and position TCL as a strategic partner for their digital transformation.
• Identify opportunities for large engagements (multi‑tower, multi‑year, multi‑products) and develop pursuit strategies.
• Deliver Order Book & Revenue Targets and Pipeline Growth (annualised, total contract value and qualified pipeline value).
• Accurately forecast and report on opportunities (OB & Revenue).
• Apply the Tata Communications Way Of Selling by presenting Tata Communications Point of View for customers’ digital transformation in line with TCL processes and best practice.
• Work on large complex deals and connect with CXO levels in customer organisations.
• Lead client negotiations, manage deal progression and closure, ensuring cross‑functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc.) are aligned.
• Proactively identify problem areas internally with product & solutions teams, set up periodic bid calls to propose solutions and prioritise key opportunities for faster closures.
• Create, monitor lead and opportunity progress on Salesforce.com.
• Build account development plans driving large deal closures with teams across support functions, using C‑level mapping for speed.
• Own stakeholder management of external and internal contacts affecting customer engagements and outcomes.
• Own the full qualification process, including buying process, influencers and decision makers.
• Drive pipeline development and partner with TCS and SI channel teams to enhance routes to market.
• Drive pipeline development with new & existing OEM partners to enhance routes to market.
• Develop existing customer base through appropriate propositions and ethical sales methods; improve NPS (Net Promoter Score).
• Utilise external customer intelligence (annual reports) and collaborate with Marketing & vertical proposition leads to track and report market and competitor activities.
• Provide thought leadership and work with SPOCs to drive innovation and value‑add win themes into propositions for customer accounts.
• Continuously upgrade skills by acquiring all role‑based curriculum recommended training & certifications.

You Are

• Collaborative across stakeholders – internally (Product, Marketing; Networks Team, CSO – Service Management, Billing & Collections, Solutions Team, etc.) and externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc.).
• Excellent communication, client relationship management, executive engagement, strategic planning and evaluation of new account penetration techniques.
• Strong command on Tata Communications footprint and product knowledge is an additional advantage.
• Demonstrates DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility.

You Have Experience In

• 8‑15 years of enterprise sales and account management experience.
• Experience working with Cloud, IT/SI/Telecom organizations in an account management role.
• Experience in large enterprise environments.
• Past experience in solutions sales is preferred.
• Pro‑active liaison with other company functions (Product Management, Marketing, Finance, Operations).
• Certified in Account Management or relationship management or large deals management would be an added advantage.

Seniority level

Mid‑Senior level

Employment type

Full‑time

Job function

Sales and Business Development

Industries

Telecommunications