General Manager - Product Sales Specialistloud & Security Sales & Business Development) - B5101_2
Tata Communications
- Bangalore, Karnataka
- Permanent
- Full-time
- Technical expertise and Selling background for Server, Storage, Virtualization, Cloud (AWS, AZURE) and hosting services.
- Understanding and knowledge of Infrastructure as a service tools & terminologies
- Field sales experience for Hardware, Software & Infrastructure services
- Excellent communications, presentation and cross-functional collaboration skills.
- Ambitious, self-driven, go-getter, risk-taker, persuader and influencer.
- Contract negotiation & objection handling Skills for win-win relationship
- Extensive customer contact and Professional network.
- Sound understanding of Financial modeling (IRR,NPV) and ability to structure the deals
- Expertise in cloud stack elements: Hardware/Software Defined Infrastructure, Data Storage, Data / Application Platform, Security, Data Center Facilities
- Functional understanding of key technologies and trends in the cloud domain; bi-modal IT, containerization, software defined technology, hybrid cloud operating models, etc.
- Solution Sales & Business Development of Cloud, Edge & Managed services that result in delivering competitive services and achieving gross revenue targets for the region / territory.
- Develop a growth strategy for increasing quarterly order booking (OB) and gross revenues (GR) targets.
- Work with sales and account leadership to develop market expansion strategy including increasing penetration, targeting new segments / whitespaces.
- Work with sales and account teams to build client relationships around the product.
- Conduct account expansion programs including Account Based Plan
- Manage the regional go to market life cycle and market development for cloud, edge & hosting services.
- Evangelize and market thought leadership in the cloud, edge & hosting services for the region / territory and within market segments.
- Feedback from sales organizations on customer needs
- Work with marketing to promote products, conduct marketing campaigns, digital marketing.
- Responsible for customer success programs. Monitor and manage the service performance against key performance metrics including pricing, feature sets and customer uptake in market.
- Build high-performance product sales specialist teams.
- Negotiates tender and contract terms to meet both client and company needs.
- Lead and facilitate the development of the business case, pricing plans, value proposition, and positioning of these services for customer segments with CFT.
- Leadership skills across cross functional teams with strong orchestration and execution record
- Knowledge and understanding of the technologies such as compute virtualization, networks, storage, servers and software systems and applications in context of Cloud, Edge & Hosting DC Solutions
- Development of value articulation, business financials & pricing analysis
- Produce high quality written product documentation, including solutions document, presentation, service scope and description & RFP / tender response.
- Present and participate at industry forums and events in the region highlighting and positioning Tata Communications Services in the Cloud, Edge & Hosting Services area.
- Excellent oral and written communication skills
- Proven track record of engagement development with key partner and vendor to maximize Tata Communications' ability to provide total integrated solutions to clients
- Understanding of key business processes and supporting applications
- Bachelor's degree in engineering required, MBA desired
- Creativity, flexibility, and openness to alternative approaches
- Able to develop and execute a clear and concise business plan to achieve the goals for the service lines
- Drive the development of Cloud, Edge & Hosting Services for the target region / market segments and geographies.
- Measure, monitor and manage the solution / product sales performance and value proposition throughout the life cycle.
- Achieve the financial objectives of the service offerings as defined in the business plan
- Responsibility for product sales, marketing, and business aspects of the product for cloud, edge & hosting services in region as designated
- Realization of defined strategic objectives and goals for the services
- Successful completion of the role will help towards increasing Tata Communications' overall and cloud, edge & hosting services order booking, gross revenues.
- Achieve financial targets for cloud, edge & hosting services.
- Drive project-specific and cross functional teams across the organization for specific areas in the go to market, market development and delivery of the services offerings in the market.