Sr. Manager - Global OTT

Job Description

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

Responsibilities

Analysing the business potential, building the sales plan and strategies to grow existing business, develop new revenue streams and acquire new logos.

Building key stakeholder relationships, multi-function and multi-level connects with decision makers, influencers, and executive sponsors within the accounts / partner organization.

Building sales pipeline and manage sales projections and revenue forecasts.

Engaging with key customers to understand their requirements and own the fulfilment throughout the sale cycle.

Building account ownership through understanding of customers strategic objectives, business requirements, operational challenges, buying decisions, contractual process, internal dynamics and manage key stakeholder expectations.

Internally driving cross-functional teams such as technical Solutions, bids and commercial, finance, products, service delivery and operations

The role may be an individual contributor or may lead a small team.

Minimum qualification & experience

Enterprise sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.

Desired Skill sets

Experience in sales motion cadence associated with forecasting, SFDC management, pipeline / funnel build

Extensive experience in building executive relationships with key customer stakeholders.

Expertise in drafting a Go to market plan / customer acquisition strategy.

Skills Required

Account Management, Sales Strategy, Enterprise Sales, Sales Forecasting, value proposition, Telecom, Business Development, Sales