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Senior Manager - Sales - East Coast (Hunting/New Logo)

Company: Tata Communications
Location: Matawan
Posted on: January 17, 2020

Job Description:

Drive deep and strategic customer engagement in the assigned set of (New Logo) accounts. This specifies a complete account ownership and responsibility for new order booking (OB) and Revenue, growing into of the account. The requirement is to bring in new accounts by beating and displacing incumbents. Once penetrated, the goal will be to drive account level product penetration by upselling and cross selling into the account (improve product penetration ratio (PPR)). - The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets. The seller will continually seek to increase wallet share within the targeted accounts and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio. Main drivers for success: - Ensuring revenue increases through newly acquired customers and an incremental wallet share from acquired or onboarded customers - Achieving assigned OB targets - Market penetration and new account breakins , and then cross-selling into account to improve PPR - Reducing churn over current market share - Developing digital tranformation deal funnel and driving pursuit strategy to closure - Attaining domain knowledge, creating account development plans Desired Skill sets Skill sets required: Excellent Communication skills/Client relationships ( existing and ability to create new ) /Executive engagements /Strategic planning/evaluating new account penetration techniques. Excellent command on key industry verticals, including but not limited to, manufacturing, automotive, ITES, software, and advanced product knowledge in global networking, security and unified communications a distinct advantage. Desired /Preferred Behavioral Certifications - Any one Certified in Account Management; Certified Sales Specialist by Cisco /MS prefered . Certified in Innovation & Creativity, Market development initiatives /territory penetration is an added advantage. AREAS OF RESPONSIBILITY (Key Activities) Sales Planning Drive enterprise business across given set of enterprise accounts, look at maximizing the wallet share for a customer and drive the account forward with a strategic approach in constructing a digital transformation solution for the customer . Making sure that BD teams, along with Bid management, solutions, legal and commercials are well aligned in stitching a deal together for a customer. Expand product footprint and also account footprint accross region by penetrating into competition accounts like a challenger with solution based value proposition . Applying GTM themes to do consultative challenger sales at customer place - New Account Breakin & Complex Deal Management Deploy & track targets of New logo Accounts ; Ensure leads are attended in a timely fashion; chalk out ways to penetrate accounts, Participate in strategic negotiations with key clients for closing leads; Drive engagement with key customers; Drive internal consensus on qualification of leads; Monitor SFDC reporting timelines. - Stakeholder Management Discuss & implement a project after identifying the problem area internally with product & solutions team , setting up periodic bid calls between , sales , legal , commercial , solution & product to deliver the desired solution to customer . Creating industry / vertical wise break through plans on lines of digital transformation - Self Development Constant upgrade of skills by acquiring all Role based curriculam recommended Trainings & Certifications.

Keywords: Tata Communications, New York , Senior Manager - Sales - East Coast (Hunting/New Logo), Executive , Matawan, New York

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