Sr Manager - Sales - Continental Europe

Tata 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 Communications

Purpose of your Role

As a Global Account Manager you will lead strategic relationships with key global enterprise customers, driving digital transformation initiatives across connectivity, cloud, security and collaboration services. You will be accountable for profitable growth, global account coordination, and delivering value through innovative telecom and ICT solutions.

**You will be accountable for (Key Responsibilities)**1.Customer Relationship Management

• Own and lead the global customer relationship for assigned strategic accounts across multiple geographies.
• Establish and maintain strong, trusted relationships with key decision-makers and influencers within global accounts.
• Drive engagement with C-level stakeholders to understand global business priorities and co-create digital roadmaps.
• Understand and proactively address the evolving needs of global customers across different regions.
• Ensure high levels of client satisfaction and resolve any issues promptly and effectively. Serve as the primary point of contact for global customers, coordinating with internal teams (regional sales, solutions, product, legal, operations, finance, delivery, assurance & customer success teams)

2.Business Development

• Identify and pursue new business opportunities, including upsell, cross-sell, and new product/service offerings.
• Identify and position Tata Communications’ full portfolio—connectivity, cloud, cybersecurity, IoT, and Unified Communications—as value drivers for the customer’s digital agenda.
• Driving revenue growth by successfully closing deals and expanding existing business with global accounts.
• Stay informed about market trends, competitor activities/landscape, and customer needs to identify potential growth areas.
• Develop and execute long-term account plans outlining value propositions, objectives & strategies focused on revenue growth, retention, and solution expansion to improve Tata Comm wallet share Monitor and manage commercial performance, pipeline, and account health metrics. Negotiate global contracts and ensure governance and compliance with global SLAs and commercial frameworks.

3.Leadership & Collaboration

• Lead, collaborate and motivate multi-geography account managers to ensure effective account management across different regions.

• Work with internal teams to deliver tailored solutions and ensure smooth execution.

• Maintaining clear and consistent communication with internal teams and global customers. Provide regular reports on account performance, sales progress, and market trends.

• 4. General Responsibilities

• Develop a long term (2-3 years) strategic account plan by understanding the customers business, their current landscape and areas where TCL can contribute .

• Aim to increase the TCL’s wallet share and position TCL as a strategic partner for their digital transformation. Identifying opportunities for large engagements (multi-tower, multi-year, multi-products) and developing pursuit strategies in order to develop each individual account to a $50M Revenue account.

• Deliver Order Book & Revenue Targets for the year quarter on quarter in your assigned accounts.

• Solution Selling Approach by Putting across Tata Communications Point of View in the minds of customer.

• Ability to work on large complex deals and make connects with CXO levels in customer organisation. Lead client negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are well aligned in stitching a deal together for the customer

• Proactively identify the problem area inter