Sr Manager - Sales - UK & Ireland

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About the Company

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 at Tata Communications are envisaging 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. The role requires a deep understanding of the industry landscape, identification of opportunities, and pursuit closure while working with the customer success team to deliver outstanding customer experience.

You Will Be Accountable For

• Develop a long‑term (3‑year) strategic account plan by understanding the customers’ 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 a Solution Selling Approach by presenting Tata Communications’ point of view for customers’ digital transformation.
• Work on large complex deals and engage with CXO levels in customer organisations.
• Lead client negotiations, manage deal progression and closure while ensuring cross‑functional teams are aligned.
• Identify internal problem areas, coordinate with product & solutions teams, and conduct periodic bid calls to propose solutions.
• Maintain lead and opportunity progress on Salesforce.com.
• Create account development plans focusing on large deal closure across support functions.
• Manage stakeholder contacts affecting customer engagements and outcomes.
• Own the full qualification process, including the buying process and decision‑makers.
• Develop pipeline with TCS, SI channel teams, and OEM partners.
• Grow existing customer base through propositions and ethical sales methods, improving NPS.
• Utilise external intelligence, collaborate with marketing, and report market/competitor activities.
• Provide thought leadership and drive innovation with SPOCs.
• Continuously upgrade skills via recommended training and certifications.

You Are

• Collaborative across stakeholders (internal and external).
• Excellent communicator with strong client and executive engagement, strategic planning, and account penetration skills.
• Proficient in Tata Communications\’ footprint and product knowledge is an advantage.
• Exemplifies DRIVE behaviours – accountability, ownership, collaboration, innovation, agility.

You Have Experience In

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

Seniority Level

Mid‑Senior level

Employment Type

Full‑time

Job Function

Sales and Business Development

Industries

Telecommunications

Location

London, England, United Kingdom