Tata Communications - Senior Manager - Media Sales

Sr Manager - Media Sales

About the Function:

Media Services account team is responsible for increasing the TOP line. Help penetrate new services and establish new sub segments within the media industry - Gaming, Ed-tech, E-sports, Sports, LIVE broadcasting.

Purpose of your Role:

- Drive deep and strategic customer engagement in the assigned set of enterprise accounts in the Media & Entertainment industry.

- To understand the Customer's Industry landscape/context, to identify & develop large opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience.

- Mapping top CxO within a defined set of accounts/segment.

- Identify business opportunities, collaborate within the organization to deliver solutions to customers meeting opportunity.

- Drive strategic customer interactions translating to large opportunities.

- Achieve set targets for the region, establish and penetrate Tata communications services in assigned geography/territory.

- Drive Over-the-top (OTT) opportunities with strategic customer mapping requirements with product/services suite.

Key Responsibilities:

- Develop a long-term (2-3 years) strategic account plan by understanding the customers' business, their current landscape, and areas where TCL can contribute.

- Aim to increase TCL s wallet share and position TCL as a strategic partner for their digital transformation.

- Identifying opportunities for large engagements (multi-tower, multi-year, multi-products) and developing pursuit strategies.

- Ability to work on large complex deals and make connections with CXO levels in customer organization.

- 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 the product & solutions team, setting up periodic bid calls between, sales, legal, commercial, solution & product to propose the desired solution to customers, and prioritize on key opportunities to gain faster closures.

Required Qualification & Experience:

- Bachelors and/or equivalent experience. MBA from tier 1 or 2 institute. 1-3 years of total work experience.

- Preferred work background is Enterprise/B2B Sales, Account Management and Business Development. Experience in Product Management or Product Marketing is also appreciated.

- Special preference to candidates with work experience and/or interest in the Media, Entertainment & Sports industry - broadcast,OTT, live sports, gaming & esports, edtech segments.

- Any Technical Sales Certification in Media Technologies, Cloud and Network / Connectivity services would be preferred.

- Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditations would bean added advantage.