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  • Sr. Manager - Sales Dubai - United Arab Emirates
  • Tata Communications in Dubai - United Arab Emirates, , United Arab Emirates
  • jobs
  • 1 week ago

jobs description

Job Title: Sr. Manager - Sales-MECAA-Sales - MECAATHIS IS FOR A FUTURE ROLEThe purpose of this role is to develop TCL-s position in the regional territory as an account managers with the objective to gain entry and increase market share for TCL Services from the named list of accounts in the territory. The role may be an individual contributor or may lead a small team.• Drive sales of new and existing accounts by adding new revenue streams, acquiring new logos or through deep product penetration for the existing set of accounts. This implies complete ownership for driving new order booking (OB) and existing revenue, for the business or the assigned set of accounts. The role is responsible to drive achievement of sales targets (OB and revenue) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closures. This is a tactical role which contributes in defining the direction of the operating plans based on the business... strategy, with a significant mid-term impact on business unit overall results.• Analysing the business potential, building the sales plan and strategies to grow existing business, develop new revenue streams and acquire new logos.• Building key stakeholder relationships, multi-function and multi-level connects with decision makers, influencers, and executive sponsors within the accounts/partner organization.• Building sales pipeline and manage sales projections and revenue forecasts.• Engaging with key customers to understand their requirements and own the fulfilment throughout the sale cycle.• Building account ownership through understanding of customer's strategic objectives, business requirements, operational challenges, buying decisions, contractual process, internal dynamics and manage key stakeholder expectations.• Internally driving cross-functional teams such as technical Solutions, bids and commercial, finance, products, service delivery and operations.Job Duties• Drive deep and strategic prospecting in the assigned set of (New Logo) accounts and existing accounts. Align with cross functional teams to run a surgical motion to bring in new accounts by beating competition and displacing incumbents. Once penetrated, the goal will be to drive account level product penetration by upselling and cross selling into the account. The role is responsible to drive achievement of sales targets (OB) through intelligent account planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets.• Focus on large ($5-10M TCV), multi-tower deals within a targeted and named set of prospects that have been pre-selected as having ideal customer profiles.• Develop digital deal funnel with a focus on managed services and driving pursuit strategy on large opportunities whether through the RFP process or proactive proposals, to closure.• Attain domain knowledge to be able to represent the company's value proposition at all levels within the prospect customers' organization, especially at the executive level.• Provide inputs to the Product team on market needs to close the 360-loop with bringing our value propositions to the customer on the one hand, and feeding feature, functionality, and Product gaps back into the organization to stay ahead of the curve.• Develop Customized Solutions along with Product teams for specific opportunities.• Work effectively with cross-functional teams such as Marketing, Commercial, bid-management, back-end support, delivery, among others, to build a healthy pipeline and achieving the assigned sales quotas and revenue targets.• Attend customer meetings, Marketing events, and workshops targeted at growing awareness for our offerings and building a robust pipeline that is well-qualified and has a high probability of closure.• Build a C-Level down contact plan within the targeted accounts to pursue a strategic engagement with insight-driven outreach, leveraging and coordinating with internal C-level stakeholders, and managing the progression of opportunities from prospecting through to closure.This role is right for you if you haveBachelor's degree preferred or significant level of experience with outstanding credentials. Minimum 7 - 12 years of enterprise sales experience. Should have worked with technology services companies (Telecom, Software, applications, cloud services, Hi-Tech, Technology Suppliers) in a team leader role, with a proven ability to lead teams towards desired resultsTechnical CompetenciesHands-on sales / account management / business development experience in the areas of next generation networking and managed services including, SD-WAN, SASE, Managed security services, managed WiFi, Private Wireless 4G/5G. Equally strong Unified Communications, Contact Centre & SIP knowledge with as-a-service sales experience in these areas. Experience in IoT, EDGE, Cloud, Hosting, preferred. Professional certifications in any of the above areas would be an added advantage.Desired Skill sets• Has significant experience in leading and managing MECCA based Enterprise accounts• Experience in sales motion cadence associated with forecasting, Salesforce management, pipeline/funnel build, opportunity management, account management• Extensive experience in building CXO / executive level relationships in the MECCA and key stakeholders• Expertise in drafting a strategic Go to Market plan/ customer acquisition strategy both at the territory level as well as at an individual account level• Technically astute to have meaningful conversations at all levels within the targeted accounts to build trust, and long-term relationship creating potential for repeat business
Dubai - United Arab Emirates

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