Broad outline of the Role Responsible for driving deeper and wider customer engagements in Cloud and Security domain with the objective of identifying and developing opportunities for growth. The role will be involved in building trusted relationship with a client, understand their value proposition and help them solve their critical business problems. This is a tactical role which contributes to defining the direction of the operating plans based on the business strategy, with a significant mid-term impact on business unit 's overall results Purpose - Broad objective of the role Size and Scope of Role - No. of direct reports Size and Scope of Role - Total team size Minimum qualification & experience Bachelor's and/or equivalent experience. MBA or equivalent preferred 7-12 years of enterprise sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role. Other knowledge/skills Proven record of coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions. Able to translate business information from customer and Provide insights to Solutions, SME, and product to enable development of proposal. Excellent Communicator and Collaborator: ' Strong relationship building, negotiation, organizational, presentation, written, and verbal communication skills. 'Ability to influence without authority. Strong understanding of latest trends in enterprise networking space, including the competitive landscape Tata Communications operates within. Key Responsibilities Build and execute the growth strategy and the go to market strategy for the respective product portfolio in the region. Identify solution partners and establish regional alliances to develop market and segments. Identify high-potential customers and building long-term alliances. Understand and analyse client requirements, determine the best solution fit and create a compelling proposition. Lead the technical conversations with the clients working alongside the technical architect team. Deliver Revenue Targets and Pipeline Growth 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 internally with product and solutions team, setting up periodic bid calls between, sales, legal, commercial, solution and product to propose the desired solution to customer, prioritize on key opportunities to gain faster closures. Technical Competencies Knowledge / Skills
