Senior Manager - Sales

About Tata Communications

Tata Communications is redefining connectivity through innovation and intelligence, driving the next level of advancements powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media, and Network services. We envision a New World of Communications.

Role Overview

We are seeking a seasoned Sales Leader with extensive experience in Telecom SI services to join our team in Riyadh, Saudi Arabia. This regional role for the Middle East will focus on driving business growth with telecom operators, nurturing strategic customer relationships, leading sales teams, and overseeing the entire sales lifecycle, including commercial modeling and deal structuring. The ideal candidate possesses deep regional customer connections, sharp commercial acumen, and the ability to articulate complex telecom SI capabilities into compelling customer value propositions.

Key Responsibilities

• Spearhead revenue expansion for TCTS services, encompassing network integration, deployment, managed services, and transformation initiatives.
• Manage the entire sales cycle from lead generation and qualification to solutioning, proposal development, negotiation, and final deal closure.
• Develop and implement strategic account plans for key regional telecom operator clients.
• Identify and pursue new business opportunities within existing accounts through proactive account mining and cross-selling/up-selling strategies.
• Cultivate and maintain robust CXO-level relationships with telecom operators, MVNOs, and strategic partners across the region.
• Serve as the central point of contact between clients and internal departments, including solutioning, delivery, finance, and legal teams.
• Represent the company effectively in customer meetings, RFP discussions, executive briefings, and negotiation sessions.
• Gain a thorough understanding of customer business objectives and align TCTS SI offerings with their transformation roadmaps.
• Lead commercial modeling efforts, including pricing strategies, cost analysis, margin evaluation, and business case development.
• Ensure the profitability of deals and adherence to all financial and commercial governance standards.
• Provide critical commercial input and risk assessment for RFP and tender responses.
• Collaborate with legal and finance departments to effectively negotiate contracts.
• Lead, mentor, and manage regional sales teams to achieve targets and foster professional development.
• Establish clear sales targets, Key Performance Indicators (KPIs), and performance metrics for the team.
• Work collaboratively with pre-sales, solution engineering, delivery, SCM, and finance teams to ensure smooth deal execution.
• Furnish market insights to internal teams to aid in service enhancement and portfolio development.
• Monitor market trends in telecom networks, system integration, 4G/5G, cloud, and managed services.
• Contribute to the development of regional go-to-market strategies and annual operating plans.
• Support strategic partnerships and alliances that promote TCTS service growth.

Key Skills & Competencies

• Proficiency in Telecom System Integration services, including Network Integration, Deployment, Managed Services, and Transformation.
• Demonstrated expertise in managing the sales lifecycle for intricate telecom solutions.
• Strong capabilities in commercial modeling and financial analysis.
• Excellent customer relationship management and negotiation skills.
• Experience managing large, multi-country operator accounts.
• Effective leadership abilities for managing and scaling sales teams.
• Superior communication, presentation, and stakeholder management skills.

Qualifications & Experience

• A Bachelor's degree in Engineering, Telecommunications, Business, or a related discipline.
• An MBA or equivalent qualification is preferred.
• A minimum of 12 to 18 years of experience in telecom sales or system integration sales, with substantial engagement with operator accounts.
• A proven history of successfully closing large and complex telecom SI deals.
• Previous experience in sales or selling telecom SI service portfolios is highly advantageous.

Additional Information

This is a regional role based in Riyadh, Saudi Arabia, focusing on the Middle East market.