What are the responsibilities and job description for the Associate Director - Sales- Americas position at Tata Communications?
Role Overview
We are seeking a seasoned Business Development Manager with a strong hunter mindset and deep expertise in enterprise network transformation . This role focuses on driving growth by identifying, shaping, and closing large-scale network transformation opportunities across enterprises.
The ideal candidate will have demonstrated success in building and winning complex deals across SDWAN, SASE, Cloud Networking, and AI-ready networks , and possesses the ability to translate enterprise challenges into impactful solutions aligned with Tata Communications’ portfolio .
Key Responsibilities
Business Development & Revenue Growth
- Drive net-new opportunities in enterprise accounts with a strong hunting approach
- Identify and convert discussions into qualified transformation opportunities
- Connect customer problem statements with Tata Communications’ network and cloud propositions
- Build and manage a high-quality sales funnel with focus on strategic deals
Enterprise Network Transformation Leadership
- Lead solution positioning across:
- SDWAN, SDLAN, SASE, MCN
- Cloud Networking & SDCI
- Wi-Fi & Enterprise Connectivity
- MPLS, WAN Ethernet, 100G WAN
- Data Center Networks & Private/Public Cloud Networking
- Network for AI / High-performance networking
- Drive end-to-end transformation programs for enterprise customers
- Influence customer architecture decisions through consultative engagement
Strategic Engagement & Thought Leadership
- Demonstrate a creator mindset by contributing to:
- Industry thought leadership
- Solution frameworks and propositions
- Act as a trusted advisor to customers by:
- Recommending disruptive approaches
- Suggesting innovative architectures
- Stay ahead of technology trends and translate them into business value narratives
OEM & Ecosystem Engagement
- Build and leverage strong relationships with key OEMs:
- Versa, Fortinet, Cisco, HPE, Palo Alto
- Co-create solutions and drive joint go-to-market initiatives with partners
Program Management & Deal Closure
- Own and manage transformation opportunities end-to-end
- Collaborate with internal teams (sales, presales, product, delivery) to craft winning solutions
- Ensure high conversion rates and deal closure success
Key Performance Indicators (KPIs)
- Funnel addition (quality and scale of pipeline generated)
- Win rate (%) against funnel added
- Number of transformation opportunities led and delivered
- Contribution to new proposition creation
- Thought leadership outputs (articles, frameworks, client engagements)
- Completion of technical & technology certifications
- Effectiveness in program managing large strategic deals
Required Skills & Competencies
Core Skills
- Strong understanding of enterprise network architectures and transformation journeys
- Proven track record of closing complex, multi-million dollar enterprise deals
- Ability to identify opportunities within conversations and shape them strategically
Mindset & Behavioral Traits
- Hunter mindset: Proactive, opportunity-driven, and resilient
- Creator mindset: Builds new ideas, propositions, and market narratives
- Innovator mindset: Challenges status quo and drives disruptive thinking
- Strong consultative selling and problem-solving skills
Technical & Domain Expertise
- Hands-on understanding of:
- SDWAN, SASE, SDLAN, MCN
- Cloud networking (AWS, Azure, GCP connectivity models)
- Data center and hybrid cloud networking
- Familiarity with OEM ecosystems and integrated architecture
Benefits Summary: We offer Medical, Dental and Vision Coverage, as well as a 401k plan, and paid leave under our policies.
Other Compensation: The position is eligible to participate in a sales-based incentive program
Salary : $122,754 - $161,377