Senior Sales Manager

Tata Communications is a leading global digital infrastructure provider, enabling enterprises to thrive in a hyperconnected world. As a trusted partner in digital transformation, the company delivers solutions in network, cloud, security, mobility, IoT, and collaboration to businesses worldwide.

1. Global Reach: Serving over 7,000 customers globally, including 300 of the Fortune 500 companies.
2. Network Leadership: Our global network carries 24% of the worlds internet routes, with over 7,600 petabytes of internet traffic traveling across it each month.
3. Industry Recognition: Named a Leader for the tenth consecutive year in the 2023 Gartner Magic Quadrant for Network Services (Global).
4. Great Place to Work: Certified as a Great Place to Work in America, Canada, Greater China, India, UK, Hong Kong & Singapore.
5. Infrastructure: We own 710,000 km of subsea fiber (over 17 times around the equator) and 210,000 km of terrestrial fiber.
6. Voice Traffic Leadership: Carry 53 billion minutes of wholesale voice traffic annually.
7. Official F1 Connectivity Provider: Powering millions of users on Formula1.com and delivering cutting-edge connectivity for the F1 experience.

About the Team and Function

Customer Success Group – Media-Enabled Services

Media Services account team is responsible for increasing the organization’s revenue, help penetrate new services and establish new sub-segments within the media industry across broadcasting, live sports, OTT, gaming, esports

Purpose of your Role

Drive deep and strategic customer engagement in the assigned set of enterprise accounts. Understand your customer’s industry landscape / context and identify & develop large opportunities to pursue deal closure.

• Mapping top CXOs within a defined set of accounts / segment
• Identifying business opportunities
• Collaborating within the organization to deliver complex engineering solutions to customers as per their requirements
• Driving strategic customer interactions translating to large business opportunities
• Achieving set OB and revenue targets for the team
• Ensuring a great customer experience to gain excellent NPS results

You will be accountable for

(Key Responsibilities)

• Developing a long-term (2-3 years) strategic account plan by understanding the customers’ business, their current landscape and areas where Tata Communications can contribute.
• Aiming to increase our wallet share and position ourselves as a strategic partner for their digital transformation.
• Identifying opportunities for large engagements (multi-tower, multi-year, multi-products) and developing pursuit strategies.
• Delivering Order Book & Revenue Targets for the year quarter on quarter in your assigned accounts.
• Implementing a Solution-Selling approach by sharing a consultative point of view with customers.
• Working on large and complex deals, and making connects with CXOs in customer organisation.
• Leading client negotiations, managing deal progression and deal closure by ensuring cross functional collaboration across BD, Bid Management, Solutions, Legal, Commercial, etc.
• Monitoring leads and opportunity progress on CRM system Salesforce.com.
• Tracking and reporting market and competitor activities and providing relevant updates / reports to our product teams

You must demonstrate

(behaviours to display - DRIVE)

• Excellent collaboration across stakeholders – Internally (Product, Marketing; Service Management, Billing & Collections, Solutions, etc) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc.)
• Excellent communication and client relationship skills
• Command on industry trends
• DRIVE behaviour – Accountability & Ownership, Collaboration, Innovation & Agility
• Ability to learn technical architecture at a fundamental level to lead initial solutioning for enterprise and media solutions

You have experience in (including any education background & Certifications)

• MBA (General Management, Marketing or Strategy) - BE (Electronics or Computers ) from top institutes is preferred

• 2-4yrs experience in the Media & Entertainment business value chain/startup ecosystem (broadcasting, media service provider or media technology startup), or experience in associated technology or telecom sectors is strongly preferred

• Any Technical Sales Certification in Media Technologies, Cloud and Network/Connectivity services
  would be preferred.

Key Role Expectations

• Core focus: Media Sales, client acquisition, revenue generation
• 70% hunting and 30% farming role

• B2B sales in Media/Network/Cloud solutions

• Handling Govt RFPs / Defence (1 Mumbai role)
• Exposure to broadcast, OTT, or cloud infrastructure-based media services

Ideal Candidate Traits

• Hardcore sales mindset
• Strong learning ability and adaptability
• Excellent communication and client-handling skills
• Motivation behind job change (for internal candidates)