Sr. Manager - Sales

About the Company

Tata Communications focuses on building the future of connectivity through cloud, mobility, IoT, collaboration, security, media, and network services. The organization positions itself around intelligent communications and next-generation digital transformation.

Role Overview

This is a regional sales leadership role based in Riyadh, Saudi Arabia, covering the Middle East market. The position calls for an experienced sales professional with a strong background in telecom systems integration services. The successful candidate will be responsible for accelerating business growth with telecom operators, nurturing strategic client relationships, guiding sales efforts, and managing the complete sales journey from early opportunity identification through commercial closure.

The role requires strong regional relationships, sound commercial judgment, and the ability to turn complex telecom SI offerings into clear customer value propositions.

Key Responsibilities

Sales and Business Development

• Expand revenue from TCTS services, including network integration, deployment, managed services, and transformation initiatives.
• Take ownership of the full sales process, from identifying leads and qualifying opportunities to solution design, proposal creation, negotiation, and deal closure.
• Create and execute account growth plans for key telecom operator clients across the region.
• Spot additional business opportunities in existing accounts through account expansion, cross-sell, and upsell activities.

Customer and Operator Engagement

• Maintain trusted senior-level relationships with telecom operators, MVNOs, and key regional partners.
• Serve as the main link between customers and internal teams such as solutioning, delivery, finance, and legal.
• Participate in customer meetings, RFP sessions, executive reviews, and commercial negotiations.
• Understand client priorities and align TCTS SI solutions with their transformation plans.

Commercial and Financial Ownership

• Develop commercial models covering pricing, cost analysis, margin evaluation, and business case preparation.
• Be accountable for deal profitability while ensuring financial and commercial governance is followed.
• Contribute strong commercial analysis and risk evaluation to RFP and tender responses.
• Work with legal and finance teams during contract negotiations.

Team and Stakeholder Management

• Lead, coach, and manage regional sales teams while driving target achievement and skill development.
• Define sales goals, KPIs, and performance measures for the team.
• Coordinate closely with pre-sales, solution engineering, delivery, SCM, and finance teams to ensure smooth execution of deals.
• Share market insights internally to help improve services and shape the portfolio.

Market and Strategy

• Monitor trends in telecom networks, system integration, 4G/5G, cloud, and managed services.
• Contribute to regional go-to-market planning and annual operating plans.
• Support strategic partnerships and alliances that help grow TCTS services.

Requirements

• Strong working knowledge of telecom system integration offerings such as network integration, deployment, managed services, and transformation.
• Demonstrated success in managing the full sales cycle for complex telecom solutions.
• Advanced capability in commercial modelling and financial analysis.
• Excellent relationship-building and negotiation skills.
• Experience handling large operator accounts across multiple countries.
• Leadership ability to manage and scale sales teams.
• Strong communication, presentation, and stakeholder coordination skills.
• Bachelor’s degree in engineering, telecommunications, business, or a related discipline.
• MBA or an equivalent qualification is preferred.
• 12 to 18+ years of experience in telecom sales or system integration sales, with substantial exposure to operator accounts.
• Proven ability to close large, complex telecom SI deals.
• Previous experience selling telecom SI service portfolios is highly desirable.

Additional Information

This is a full-time, onsite position in Riyadh, Saudi Arabia, for a regional Middle East sales leadership scope. The job description does not mention salary, openings, start date, or application deadline.