Tata CommunicationsFrankfurt am Main
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Bewertungen Tata Communications Frankfurt am Main

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Director - Sales - 15068Jobangebot

Job Family Descriptor

Level Descriptor

Purpose - Broad objective of the role

To realize growth of profitable revenues for Tata Communications by planning and carrying out strategic sales activities for the acquisition of new enterprise accounts identified in the TML list of 350 target client with companies with annual revenues between USD 1-10 bn and Industry focus on Hi-Tech / IT, transportation, BFSI and Auto. The sales activities should be targeted at selling Tata Communications to multinational companies headquartered in the region.

Operating Network - Key External

A successful candidate will have diversely experienced relationship, sales-led business management skills with a proven track record of success within enterprise IT markets. Strong team leadership and communication skills, with strategic-level business development and sales experience essential. Experience of managing direct sales teams selling Managed Services, Unified Communications and Cloud Services in the regional Enterprise Sector is a pre-requisite. The successful candidate will be results orientated & profit-focused with corporate management experience, a versatile employee, with an excellent network of contacts throughout the IT industry and Enterprise sector in the region

Operating Network - Key Internal

Identify and prioritize TML; For the defined list of prospects in TML: i) Initiate discussion, working with Marketing and COmmunications, ii) Perform lead generation, proposal development, engagement and negotiation activities; Market planning and execution with the Large Complex Deals team; working closely with Partner Led team to maximize sales footprint in execution;

Size and Scope of Role - Financial

$20-25m in new annual contract value bookings

Size and Scope of Role - No. of direct reports

7-10 (initial assessment only)

Size and Scope of Role - Total team size

7-10 (initial assessment only)

Size and Scope of Role - Other size parameters


Minimum qualification & experience

10 years in senior sales leadership; track record of business growth; strategic account management and C-suite engagement

Other knowledge/skills

A high degree of consultative solution selling training

Key Responsibilities

Core Skills
Proven track record in selling complex Managed Services; Strong virtual team leadership and communication skills, with strategic-level account management experience. Must be able to focus on obtaining results and driving early revenues for the business; Experience of regional Enterprise market and working for a “Challenger” company in the marketplace. (IE not a national operator or leader)

Must be able to understand, in detail, Telecommunications Infrastructures, hosted and cloud based services; Must have an aptitude for commercial model and be able to drive a deal to conclusion;

Must be able to manage relationships at all levels within external and internal organizations; Must be versatile and able to adapt to changing business and sales environments. Will be able to drive success through a virtual sales team; Must be able to manage internal relationships, striking a balance between demanding and maintaining healthy working relationships.

Sales Responsibilities
Plan and prioritize and manage personal sales activities and customer/prospect contact towards achieving ACV targets - especially managing personal time and productivity. Develop new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimize quality of service, revenue growth, and customer satisfaction; Using Social Media to build relationships and key contacts within the TML; Respond to and follow up sales enquiries using appropriate methods; Qualify opportunities in line with Shipley Sales Methodology or similar; Monitor and report on market and competitor activities and provide relevant reports and information; Record, analyze, report and administer according to systems and requirements. Keep SFDC fully up to date. Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships; Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development; Pro-actively liaise with other company functions (e.g. product management / marketing / finance / operations) aimed at maximizing profitable growth for the company.

Team Development
Ensuring recruitment of challenger sales team to execute sales strategy; re-tooling and training and development of sales team to execuite on sales performance aligned with the agreed market entry strategy

Technical Competencies

Knowledge / Skills

Communication Skills

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Tata Communications sucht einen Mitarbeiter für die Position Sr. Customer Service Executive- Telecom Network Operations a.... Hast Du dich für dieses Angebot beworben und weißt, wie das Vorstellungsgespräch aussieht? Schreib, was Du von einem Treffen mit den Firmenvertretern hältst. Die von Dir übergebenen Informationen können eine Entscheidung der Personen erleichtern, die erwägen, die Arbeit in dem Unternehmen aufzunehmen.


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Job Family Descriptor Summary of functions The responsibility of this position is to provide support for the TATA Communications/its Network infrastructure...


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