Designation - Director, Sales (New Logo)

Location - Matawan, NJ

Reports to - Vice President – Sales (Region Head for Enterprise business)

Direct Reportees - 8-10

About the Function - Customer Success Group

Part of Enterprise Sales Team for Americas Region.

Identify and drive new business opportunities with potentially new or existing customers.

Collaborate with CFT- Sales, Marketing, Tower specialists and Product Manager to develop and implement appropriate joint Sales & Marketing activities

Purpose of your Role

• This role involves driving new sales with medium-large enterprises within the assigned territories and target segments.
• The candidate is expected to be an outstanding hunter, able to drive customer interest and engagement through a variety of business development activities including but not limited to direct relationships, engagement through mutual partners, industry events, marketing activities, etc.
• A deep passion for new relationship building and opportunity creation and closure will ensure strong success in this role. You will be an “Entrepeneur” with the capability to navigate highly complex political environments both internally and externally and will thrive on leading both the customer and the Tata business in executing your vision of delivery.
• You must be agile and adept and willing to operate both as an individual within a larger organization but with a business owner mentality inside a “start-up”
• The candidate is expected to understand the selected enterprises’ Industry landscape/context, strategy, structure, etc., to identify & develop meaningful opportunities and pursue closure while working within the larger customer success team to deliver outstanding customer experience.
• Excellent understanding of enterprise ICT architecture with specific focus on Cloud Communications, Network Transformation, Managed Cloud and Security solutions will be key assets enabling the role’s success. Co-Innovation and creation will be necessary Aswell as a thirst for knowledge and critical thinking capability.

Key Responsibilities

• Lead and coach a team of hunters for brand new accounts via various sales techniques and account entry strategies and build new relationships in these accounts.
• Ability to engage contacts at various customer business units and central functions from “C” suite down to operational individuals and able to drive strategic conversations across each.
• Develop a long term (2-3 years) strategic account plan by understanding the customers business, their current landscape and areas where TCL can contribute.
• Aim to understand Tata Communications’ products and services with the intent to position us as a strategic partner for the customer’s digital transformation journey.
• Identifying opportunities for large engagements (complex, multi-product solutions) and developing relevant pursuit strategies.
• Lead client negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are well aligned in stitching a deal together for the customer.
• Ability to proactively identify problem areas both external and internal and drive resolutions through engagements with product & solutions, commercial, legal teams, etc.
• Possess excellent deal management skills and pipeline management (Salesforce) hygiene.
• Consistently propel improvement in NPS (Net Promoter Scores) by serving as the customer’s primary advocate within Tata Communications
• Track and report market and competitor activities and provide relevant updates / reports
• Constant upgrade of skills by acquiring all Role based curriculum recommended Trainings & Certifications.
• Deliver Order Book & Revenue Targets for the year quarter on quarter in your assigned accounts.

Additional Requirements

• Bachelor's degree (preferably management or technology) with 8- 12 years of enterprise sales and account management experience. This includes min of 5 years of experience working in Technology Product/Services Sales.
• Prior, relevant experience working in similar roles with Systems Integrators, Managed Services, Platforms, IT Services or Telecoms organizations, managing mid-large enterprise accounts.
• Aggressive hunting skills.
• Strong understanding of sales in Cloud Communications/Collaboration, Network Transformation (SDWAN, SASE), Customer Experience, Managed Cloud and/or Managed Security Solutions. Sales specialization in the relevant field would be a plus.
• Ability to be a team-player who can proactively liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations), both locally and remotely.
• Ability to engage and collaborate with external product/OEM partners, research firms, etc to meet customer's needs.
• Excellent Communication skills and ability to engage executive level conversations are key.
• Excellent command on Industry footprints & product knowledge would be an additional advantage.
• Any Technical Sales Certification in Cloud, Hosting , Security , UCC & Managed Services would be preferred . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditations would be an added advantage.
• Certified in Account Management; Certified Sales Specialist by Cisco /MS preferred. Certified in Innovation & Creativity, Market development initiatives/territory penetration is an added advantage.