Sr Manager

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 CommunicationsBackgroundTata Communications is A digital ecosystem enabler, part of India’s multibillion-dollar conglomerate, the prestigious Tata Group. Usage Based Services (UBS) is a vertical within Collaborations and Connected Services of Tata Communications. We are #1 global wholesale Voice carrier, we carry 24+ billion voice minutes annually i.e. 1 out of every 7 monetised international calls. Interconnected with 1600+ operators, covering 70% of the world’s MNO. UBS sales team manages Traditional & Cloud Voice, Messaging solutions and Mobility Core (IPX/DSX/SCCP) services.Broad objective: Managing customer relationship with the defined accounts for Usage Based Services (UBS) - Voice, Messaging and Mobility Core services with an objective to grow traffic volumes, market share and net revenues. Drive growth results from farming & hunting activities. Enhance multi-level engagements with the MNO/MVNO, Aggregator/Carriers, OLOs, RSP/ISP, CPaaS/CCaaS/UCaaS.Key Responsibilities Serve as the lead point of contact for all customer account management matters Develop trusted advisor relationships with customer stakeholders & executive sponsors Negotiate contracts, participate in RFPs and close agreements to maximize profits Ensure the timely and successful delivery of our solutions to match customer objectives Communicate the progress of monthly/quarterly initiatives to internal & external stakeholders Develop plans to pick new business with existing clients and identify new opportunities to meet sales quotas Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts) Collaborate with cross functional team to identify and grow opportunities within territory Assist with challenging client requests or issue escalations as needed Gather and share market intelligence – regulatory, industry trends, competitive activities. Manage both farming & hunting activities for market share growthOperational Responsibilities In-depth understanding of the client's business, goals, strategies, trends, and directions to propose appropriate solutions. Deal making and executing the same for business growth - Swap Deals (Send or Pay, Best Effort). Nurturing existing customers and promoting destinations to wallet share and revenues. Daily traffic monitoring and price negotiations/updates to grow volumes. Negotiating with suppliers for best cost & quality destinations, inventory management. Hunting & onboarding of new customers/suppliers for Voice, Messaging and Mobility Core business. Focus on strategic & growth opportunities – drive large deals/RFPs, partial outsourcing, corridor deals, managed voice service and solutions, unified sourcing, Cloud number solutions, SMS monetization, enhance mobility connectivity & reach etc.Qualification And Experience Graduate with MBA (preferred) in Sales or Marketing. Must have regional wholesale Voice & mobility sales experience of 10+ years in managing Experience in sales motion cadence associated with forecasting, pipeline/funnel build Extensive experience in building executive relationships with key customer stakeholders Sales/Revenue Oriented with strong financial & analytical skills. Good communication skills in English and other regional languages, especially Arabic and/or French. Preferable Industry: Telecom or Technology (Telecom Vertical).