Job Description:
Looking for Sales Lead, to manage and monitor Sales for Specific Telco accounts in the Canada region through management of partnerships, key stakeholder management, business development and building the team for the company in the Canada region. This would include drive achievement of sales targets through sales planning, Opportunity identification, Opportunity qualification and closure of sales opportunities. This would be Hunter profile focusing on to open new Telecom and Enterprise Accounts in the Canadian Market for TCTS.
with the objective of
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achieving the annual sales targets
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establishing customer relationship and building pipeline.
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building collaborative relations with the partners to grow the market penetration of enterprise products and services
Key External :Customers, Partners, Technology Partners, Field Services Companies
Key Internal: Sales team, Delivery, various other teams like sales support, Business Operations, Practice, Solutions \& Bid mgmt.
Minimum qualification \& experience:Engineering or MBA degree with an experience of 10-15 years in Telecom Domain and preferably with exposure and understanding of Telecom NW Domain.
Other knowledge/skills:Understanding of culture, Ability to interact with partners and customers, New market setup
Region Strategy and Annual Planning:Formulate sales strategy to guide medium and long term business growth in the region based on market assessment, regulatory trends, competitive analysis \& TCL capabilities; Optimize short term objectives (revenue realization through existing partnerships), mid term (characterization of the markets in terms of regulation, regions to serve, services to offer, white labelling partnerships) and long term strategic plans (trends in geography, technology evolution and requirements by region, pursuit of long term partners in emerging key geographies); Plan support to GES team for bringing in BN business.
Demand Generation: Develop tailored programs for the partners based on identified target markets; Lead team in developing marketing collaterals for those products and conducting customer road shows for the main industry verticals in each market; Explore co-branding of such events with partners; Coordinate with other teams such as marketing, sales support, partnership services to support demand generation activities as required.
Partnership Development \& Management:
Regularly interact with the partner organizations in their customer facing units; Identify along with partner organizations in each market enterprise business opportunities; Guide team in developing the market coverage plan along with partners and products and services that could be offered in each market; Explore white-labelling of products and services.
Sales Management:
Based on the annual sales plan guide the teams to identify, qualify and close opportunities; Supervise the operations funnel and the quarterly sales forecasts; Drive strategic meetings with key partner organizations for closure of complex partnership deals; Conduct discussion with CXO level stakeholders for high value deals/transactions; Coordinate with relevant teams in GES and partners for driving AN and BN contracts; Track revenue forecasts and related performance by product set and markets periodically; Drive corrective actions where required; Post sales coordinate with customers and internal functions for resolving of any escalated issues.
Market Set up:
Identify roles required for the region and seek resourcing approval; Collaborate with the HR team to develop the roles profiles; Tailor the organization structure of the region as per evolving requirement; Partner with HR for recruitment and selection and compensation based on analysis of compensation practices and levels in the region; Work with HR, Legal and other teams for feasible alternatives to deploy the team in markets where TCL legal entities don't exist; Oversee on boarding of remote teams hired for the region.
Team Development:
Regularly review team structure and assess talent requirements; Participate in the recruitment and selection process; conduct goal setting and performance review for the team; Drive team development, engagement and reward initiatives; Drive creation of the sales incentive plan; Coach and mentor team members as required and ensure resolution of any people issues.
