Senior Manager Enterprise Sales

Purpose - Broad objective of the role Drive engagement in the Continental Europe for TCS Partnership services. Enhance TCL relevance to enterprise customers in collaboration with TCS CE sales teams. To have a deep understanding of the enterprise telecommunications market in support of a SI channel, to identify & develop opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience. You will be accountable for (Key Responsibilities) * Support the development of a campaigns for the Tata Communication sales into TCS * Aim to increase the TCL’s wallet share and position TCL as a strategic provider of TCS * Identifying opportunities for large engagements and develop pursuit strategies * Deliver Revenue Targets and Pipeline Growth * Solution Selling Approach by putting across Tata Communications Point of View in the minds of customer in line with TCL processes and best pratice * Ability to work on large complex deals and make connects with CXO levels in customer organisations * Lead customer negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are aligned in delivering winning propositions * Proactively identify the problem area internally with product & solutions team, setting up periodic calls between, sales, legal, commercial, solution & product to propose the desired solution to customers, priortize 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 accross support functions Using C level mapping for faster closures. * Drive pipeline development and work with TCS / SI channel teams to enhance routes to market * 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 curriculam 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 networks transformation footprints & great product knowledge would be an additional advantage. * Highlight DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility You have experience in * 12+ years of enterprise sales and account management experience. This include min of 4 years of experience working in/with SIs in telecommunications / CSP services. * Should have worked with Cloud, IT/SI/Telecom organizations in account management role. * Must have experience in working with global enterprise environment * Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations) * Any Technical Sales Certification in Cloud , Hosting , Security , SDWAN, UCC & Mananged Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management; Certification in Program Management would be an added advantage. * Certified in Account Management; Certified in relationship management or large deals management would be an added advantage.