General Manager - Sales- India

About The Company

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

Broad objective of the role

Drive sales of new and existing accounts by adding new revenue streams, acquiring new logos, or through deep product penetration within the existing set of accounts. This role entails complete ownership of driving new order booking (OB) and existing revenue for the business or assigned accounts. The role is responsible for achieving sales targets (OB and revenue) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit, and closures. This is a tactical role that contributes to defining the direction of operating plans aligned with the business strategy, with a significant mid-term impact on overall business unit results.

Key Responsibilities Include

Analyse business potential and develop strategic sales plans to grow existing business, create new revenue streams, and acquire new logos.

Build and maintain strong stakeholder relationships at multiple levels, including decision-makers, influencers, and executive sponsors within client and partner organizations.

Provide oversight of the sales pipeline, ensuring accurate sales projections, revenue forecasts, and alignment with business targets.

Engage with key customers to understand their strategic objectives, business requirements, and operational challenges, and ensure fulfillment throughout the sales cycle.

Take full ownership of assigned accounts, including understanding customer buying decisions, contractual processes, internal dynamics, and managing key stakeholder expectations.

Lead and coordinate cross-functional teams such as Technical Solutions, Bids & Commercial, Finance, Products, Service Delivery, and Operations to ensure seamless execution.

Provide strategic guidance and mentoring to the account or sales teams; the role may function as an individual contributor or may lead a small team, depending on account scope.

Monitor market trends, competitor activity, and client priorities to adapt account strategies for sustained growth and profitability.

Basic Requisites

15+ years of experience in enterprise sales, account management, or client leadership roles.

Proven track record of managing large BFSI accounts or portfolios with measurable revenue growth.

Experience in technology services, consulting, or IT solutions (telecom, cloud, software, hardware, digital transformation).

Strong understanding of BFSI industry dynamics, regulatory landscape, and transformation initiatives.

Expertise in sales planning, pipeline management, forecasting, and go-to-market strategies.

Exceptional communication, negotiation, and stakeholder management skills.
Skills Required
pipeline management , It Solutions, Digital Transformation, Software, Account Management, Enterprise Sales, Hardware, Sales Planning, Forecasting, Cloud, Telecom