Sr. Manager - Sales - job 1 of 2

Broad outline of the Role
Drive deep and strategic prospecting in the assigned set of (New Logo) accounts to a team of new logo hunters. The requirement is to lead a team and align with cross functional teams to run a surgical motion to bring in new accounts by beating competition and displacing incumbents. Once penetrated, the goal will be to drive account level product penetration by upselling and cross selling into the account. The role is responsible to drive achievement of sales targets (OB) through intelligent account planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets. · Focus on large ($5-10M TCV), multi-tower deals within a targeted and named set of prospects that have been pre-selected as having ideal customer profiles. · Developing digital deal funnel with a focus on managed services and driving pursuit strategy on large opportunities whether through the RFP process or proactive proposals, to closure. · Attaining domain knowledge to be able to represent the companies value proposition at all levels within the prospect customers’ organization, especially at the executive level. · Providing inputs to the Product team on market needs to close the 360-loop with brining our value propositions to the customer on the one hand, and feeding feature, functionality, and Product gaps back into the organization to stay ahead of the curve · Developing Customized Solutions along with Product teams for specific opportunities · Mentoring and coaching the team to work effectively with cross-functional teams such as Marketing, Commercial, bid-management, back-end support, delivery, among others, to build a healthy pipeline and achieving the assigned sales quotas and revenue targets · Attending customer meetings, Marketing events, and workshops targeted at growing awareness for our offerings and building a robust pipeline that is well-qualified and has a high probability of closure · Building a C-Level down contact plan within the targeted accounts to pursue a strategic engagement with insight-driven outreach, leveraging and coordinating with internal C-level stakeholders, and managing the progression of opportunities from prospecting through to closure.
Purpose - Broad objective of the role
To develop TCL's position in the regional territory and lead a team of account managers with the objective to gain entry and increase market share for TCL Services from the named list of accounts in the territory.
Minimum qualification & experience
Bachelor’s degree preferred or significant level of experience with outstanding credentials. Minimum 7 - 15 years of enterprise sales experience. Should have worked with technology services companies (Telecom, Software, applications, cloud services, Hi-Tech, Technology Suppliers) in a team leader role, with a proven ability to lead teams towards desired result
Other knowledge/skills
Has significant experience in leading and managing U.S. based Enterprise accounts • Experience in sales motion cadence associated with forecasting, Salesforce management, pipeline/funnel build, opportunity management, account management • Extensive experience in building CXO / executive level relationships in the Americas • Expertise in drafting a strategic Go to Market plan/ customer acquisition strategy both at the territory level as well as at an individual account level • Technically astute to have meaningful conversations at all levels within the targeted accounts to build trust, and long-term relationship creating potential for repeat business