Senior Manager - Sales

About the Company

Tata Communications is pioneering advancements in connectivity through innovation and intelligence. Specializing in cloud, mobility, IoT, collaboration, security, media, and network services, the company is shaping the future landscape of communications.

Role Overview

We are looking for an experienced Sales Leader skilled in Telecom System Integration (SI) services to fuel business growth with telecom operators in the Middle East region. Based in Riyadh, Saudi Arabia, the role demands end-to-end responsibility for the sales process, commercial strategy, and building strategic customer partnerships.

Responsibilities

• Expand revenue streams for Tata Communications Transformation Services (TCTS), covering network integration, deployments, managed services, and transformation initiatives.
• Handle full sales cycle activities: from lead generation, qualification, solution design, proposal creation, negotiations, to deal finalization.
• Strategize and implement account plans for key telecom operator customers within the region, uncovering new business opportunities through account mining and cross-selling/up-selling.
• Build and sustain high-level executive relationships (CXO-level) with telecom operators, MVNOs, and strategic partners.
• Serve as the liaison between customers and internal divisions such as solutioning, delivery, finance, and legal departments.
• Represent the company during customer engagements, RFP discussions, briefing sessions, and contract negotiations.
• Understand customer priorities and tailor TCTS SI solutions to align with their digital transformation strategies.
• Lead pricing models, cost evaluations, margin assessments, and develop business cases ensuring profitability and compliance with governance standards.
• Provide commercial insights and risk assessments supporting RFP/tender responses and lead contract negotiations alongside legal and finance teams.
• Direct and mentor regional sales teams by setting clear targets, KPIs, and performance measurements.
• Collaborate with pre-sales, solution engineering, delivery, supply chain, and finance teams to guarantee smooth sales execution.
• Convey market intelligence and customer feedback to internal teams to refine services and evolve the portfolio.
• Monitor industry trends in telecom networks, system integration, 4G/5G technology, cloud, and managed services to inform regional market strategies and operating plans.
• Contribute to establishing and growing strategic partnerships and alliances relevant to TCTS growth.

Key Skills & Competencies

• In-depth knowledge of Telecom System Integration including network integration, deployment, managed services, and transformation programs.
• Proven ability in managing the full telecom sales lifecycle for complex solutions.
• Strong skills in commercial modelling and financial analysis.
• Effective customer relationship management and negotiation prowess.
• Experience managing large multi-national operator accounts.
• Leadership aptitude for managing and expanding sales teams.
• Excellent communication, presentation, and stakeholder management capabilities.

Qualifications & Experience

• Bachelor's degree in Engineering, Telecommunications, Business, or related disciplines.
• Master of Business Administration (MBA) or equivalent is preferred.
• Between 12 to 18+ years of experience in telecom or system integration sales with significant operator account exposure.
• Documented success in securing large, complex telecom system integration contracts.
• Prior involvement in selling telecom SI service portfolios is strongly desirable.