Senior Manager - Global Sales Operations

About Tata Communications

Tata Communications is spearheading transformative connectivity solutions through innovation and intelligence. We drive forward the future of communications by leveraging Cloud, Mobility, Internet of Things, Collaboration, Security, Media, and Network services to create a new era of connected experiences.

Role Overview

This position is responsible for the commercial modeling and bid management of significant and complex sales opportunities within a designated region. The incumbent will take charge of all financial aspects tied to major regional sales, including understanding client commercial expectations, the company’s product offerings, and proposed solutions to formulate mutually beneficial commercial proposals. This role also oversees effective bid qualification processes and ensures all necessary approvals are secured for successful bid completion. It is a tactical position with a substantial influence on the medium-term results of the business unit.

Key Responsibilities

• Lead contract negotiations liaising with legal, sales, commercial managers, and customers as necessary.
• Review key proposals from a commercial governance viewpoint, advising sales teams on any deviations.
• Oversee development of customer proposals ensuring a winning strategy that clearly articulates the value of our solutions.
• Implement corrective actions through planning and forecasting to maximize resource utilization and enhance customer satisfaction.
• Manage high-value financial contracts and evaluate changes impacting underlying business cases with awareness of commercial and legal risks.
• Facilitate bid qualification, secure all authorizations, and assist sales in bid/no-bid and partnering decisions.
• Maintain and update the bid risk register and develop risk mitigation strategies, escalating issues as needed.
• The role may function as an individual contributor or as a leader of a small team.

Experience and Qualifications

• 7 to 12 years of relevant experience in sales operations or bid management.
• Graduation in Engineering, Commerce, or Science; preference for candidates holding MBA, CA, or ICWA qualifications in Finance.

Skills and Expertise

• Strong financial and business insight along with industry knowledge.
• Analytical and strategic thinking capabilities.
• Excellent presentation and communication skills.
• Proficiency in MS Excel and ability to manage complex datasets.
• Expertise in developing sophisticated pricing models and strategies.
• Experience in financial forecasting and familiarity with financial accounting concepts such as taxation, balance sheets, and overhead treatments.