Sr Manager - Sales - Continental Europe

About the Company

Tata Communications Redefines Connectivity with Innovation and IntelligenceDriving 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

Job Information

Purpose of your Role
As a Account Manager you will lead strategic relationships with key global enterprise customers, driving digital transformation initiatives across connectivity, cloud, security and collaboration services. You will be accountable for profitable growth, global account coordination, and delivering value through innovative telecom and ICT solutions.

You will be accountable for (Key Responsibilities)

1.Customer Relationship Management
Own and lead the global customer relationship for assigned strategic accounts across multiple geographies.
Establish and maintain strong, trusted relationships with key decision-makers and influencers within global accounts.
Drive engagement with C-level stakeholders to understand global business priorities and co-create digital roadmaps.
Understand and proactively address the evolving needs of global customers across different regions.
Ensure high levels of client satisfaction and resolve any issues promptly and effectively.
Serve as the primary point of contact for global customers, coordinating with internal teams (regional sales, solutions, product, legal, operations, finance, delivery, assurance & customer success teams)
2.Business Development
Identify and pursue new business opportunities, including upsell, cross-sell, and new product/service offerings.
Identify and position Tata Communications full portfolio connectivity, cloud, cybersecurity, IoT, and Unified Communications as value drivers for the customer s digital agenda.
Driving revenue growth by successfully closing deals and expanding existing business with global accounts.
Stay informed about market trends, competitor activities/landscape, and customer needs to identify potential growth areas.
Develop and execute long-term account plans outlining value propositions, objectives & strategies focused on revenue growth, retention, and solution expansion to improve Tata Comm wallet share Monitor and manage commercial performance, pipeline, and account health metrics.
Negotiate global contracts and ensure governance and compliance with global SLAs and commercial frameworks.
3.Leadership & Collaboration
Lead, collaborate and motivate multi-geography account managers to ensure effective account management across different regions.
Work with internal teams to deliver tailored solutions and ensure smooth execution.
Maintaining clear and consistent communication with internal teams and global customers.
Provide regular reports on account performance, sales progress, and market trends.
4. General Responsibilities
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 increase the TCL s wallet share and position TCL as a strategic partner for their digital transformation. Identifying opportunities for large engagements (multi-tower, multi-year, multi-products) and developing pursuit strategies in order to develop each individual account to a $50M Revenue account.
Deliver Order Book & Revenue Targets for the year quarter on quarter in your assigned accounts.
Solution Selling Approach by Putting across Tata Communications Point of View in the minds of customer.
Ability to work on large complex deals and make connects with CXO levels in customer organisation. 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
Proactively identify the problem area internally with product & solutions team, setting up periodic bid calls between, sales, legal, commercial, solution & product to propose the desired solution to customer, prioritize on key opportunities to gain faster closures.
Monitor lead and opportunity progress on CRM system Salesforce.com. Creating account development plans driving large deal closure with teams participating across support functions Using C level mapping for faster closures.
Develop existing customer base through appropriate propositions and ethical sales methods and drive improvement in NPS (Net Promoter Scores) 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.
You Are (behaviours to display)
Must be able to collaborate 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 relationships/Executive engagements/Strategic planning /evaluating new account penetration techniques etc
Excellent command on Industry footprints & great product knowledge would be an additional advantage.
Highlight DRIVE behaviours - Accountability & Ownership, Collaboration, Innovation & Agility

You have experience in
MBA preferred.
12+ years of experience in enterprise sales, strategic account management, or global client services. Proven success in managing complex, multi-country accounts and achieving sales targets.
Strong business acumen and understanding of global market dynamics.
Excellent communication, negotiation, and interpersonal skills. Multi-lingual capabilities would be an advantage.
Ability to travel internationally as needed.
Fluent in German and English Should have worked with Cloud,
IT/SI/Telecom organizations in account management role.
Must have experience in working with Large enterprise environment
Experience and knowhow related to Automotive business in general and accounts in specific (such as Volkswagen Group and Continental Group) would be highly appreciated

Base Salary Range: ( 75,600 - 99,414). The salary may be adjusted within this range based on the candidate's qualifications, experience, and the specific needs of the position.
Other Compensation: The position is eligible to participate in a sales-based incentive program