Associate Director of Sales

Designation

Sr Manager/ Associate Director - Sales

PURPOSE

Broad objective of the role:

Lead, manage and monitor Sales for Specific Telco accounts in the US region through management of partnerships, key stakeholder management, business development and building the team for the company in the US region. This would include drive achievement of sales targets through sales planning, Opportunity identification, Opportunity qualification and closure of sales opportunities. This Would focusing on Big Bets - Selected Large Accounts and Broad Bets - Selected Tier2/3 Accounts.

with the objective of

- achieving the annual sales targets

- establishing customer relationship and building pipeline.

- building collaborative relations with the partners to grow the market penetration of enterprise products and services

OPERATING NETWORK

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.

SIZE AND SCOPE OF ROLE

Financial Revenue Target: 5 mn USD and Order Booking Target of 10 Mn USD

No. of direct reports - 0

Total Team Size - 0

Other size parameters

1. Qualified Pipeline Generation

2. GR and NR Growth

3. Creating Eco-system Partnerships

4. Support service development for the region

ROLE HOLDER REQUIREMENTS

Minimum qualification & experience

Engineering or MBA degree with an experience of 20 years in Telecom Domain

Other knowledge/skills

Understanding of culture, Ability to interact with partners and customers, New market setup

KEY RESPONSIBILITIES

AREAS OF RESPONSIBILITY (Key Activities)

PERFORMANCE METRICS

Region Strategy and Annual Planning

- Revenue

- ACV

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

- No. of qualified leads generated

- ROI on demand generation activities

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.

- Number of geographies targeted

- Partnership Revenue

- Width and depth of product portfolio sold

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.

- Revenue

- ACV

- Efficient management of funnel

- CSat

Market Setup

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.

- Adequate Staffing

- Team engagement

- % attrition

- Manpower cost and productivity

-ESat

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.

- Team engagement

- % attrition

- Manpower cost and productivity

-ESat