Sr Manager - Sales - Continental Europe

About The CompanyTata 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 CommunicationsAugment sales by Driving growth through the development and management of the Go to market sales motion with TCS (SI of TATA Group) System Integrators/Alliance Partners for Continental Europe. Hence contributing to Tata Communications growth. You will serve as the single point of contact and create joint go to market strategy for the enterprise customers with the SI. Key Responsibilities Position Tata Communications with SI/partner for complementary products and as a strategic partner for SI. Identify and develop mutually beneficial opportunities together with the SI for the enterprise customers. Plan pursuit strategies -Develop and execute a strategic plan for the end customer with the SI/Partner Support SI/Partner with a Solution Selling Approach to put Tata Communications Point of View in the minds of customer in line with TCL processes and best practice Establish and maintain strong relationships with key contacts at all levels within portfolio Liaise with and support the internal enterprise team to jointly evaluate opportunities, utilize existing knowledge with the SI/partner for the end customers Navigate complex discussions to secure agreements that benefit all parties involved Deliver Revenue Targets and Pipeline Growth. Drive pipeline development and work with TCS / SI channel teams to enhance routes to market Lead customer negotiations, administer contractual agreements, 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 discuss internally with various teams like product & solutions team to propose the desired solution to customers, prioritize on key opportunities to gain faster closures. Monitor lead and opportunity progress on CRM system Salesforce.com. Create account development plans, with teams participating across support functions Use C level mapping for faster closures. Handle any escalations from initiation to resolution. Support to resolve any issues arising in the existing projects. 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 Stay informed about industry trends and competitive landscape to identify new opportunities for partnerships. Constant upgrade of skills by acquiring all Role based curriculum recommended Trainings & Certifications. Key Behaviours Have an understanding of the SI business as well as enterprise telecommunication market. Effective in communication and collaboration - You must be able to collaborate across stakeholders - Internally (Product, Marketing; Networks Team, CSO - Service Management, Billing & Collections , Solutions Team, etc) and Externally (Various teams in SI, Marketing Research, Customer forums, Partners, OEM vendor teams, etc) Excellent in managing Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc have a command on networks transformation footprints & having telecom and SI product knowledge would be an additional advantage. Highlight DRIVE behaviours - Accountability & Ownership, Collaboration, Innovation & Agility Qualifications & Experience 15+ years of enterprise sales and account management experience. This include min of 4 years of experience working in/with SIs in telecommunications / CSP services. Needs to be fluent in French and English and at least basic level in Italian 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 & Managed Services would be preferred . 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.