Senior Manager - Sales

Role overview

This position calls for an accomplished sales leader with substantial exposure to telecom system integration (SI) services. The role centers on expanding business with telecom operators, nurturing senior customer relationships, guiding sales teams, and managing the full sales process from first contact through commercial structuring and closure. The successful candidate should bring strong regional network access, sharp commercial judgment, and the ability to present complex telecom SI offerings in a way that clearly demonstrates customer value.

Sales and business development

• Accelerate revenue from TCTS offerings across network integration, deployment, managed services, and transformation initiatives.
• Take charge of the complete sales journey, including lead discovery, qualification, solution shaping, proposal creation, negotiation, and final closing.
• Develop and roll out account plans for key telecom operator clients across the region.
• Find additional growth opportunities within current accounts through account expansion and cross-sell or upsell initiatives.

Customer and operator engagement

• Build and maintain strong CXO-level relationships with telecom operators, MVNOs, and strategic partners in the region.
• Serve as the main point of coordination between customers and internal teams such as solutioning, delivery, finance, and legal.
• Represent the organization in client meetings, RFP conversations, executive presentations, and commercial negotiations.
• Understand client business priorities and align TCTS SI solutions with their transformation plans.

Commercial and financial ownership

• Lead pricing and commercial analysis, including cost structures, margin evaluation, and business case development.
• Own deal profitability while ensuring compliance with commercial and financial governance requirements.
• Support RFP and tender submissions with strong commercial input and risk evaluation.
• Manage contract discussions in partnership with legal and finance teams.

Team and stakeholder management

• Guide, coach, and manage regional sales teams while driving target delivery and skill development.
• Define sales goals, KPIs, and performance measures for the team.
• Collaborate closely with pre-sales, solution engineering, delivery, SCM, and finance teams to ensure smooth execution of deals.
• Share market insights with internal stakeholders to help refine services and evolve the portfolio.

Market and strategy

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

Skills and competencies

The role requires deep knowledge of telecom system integration services, including network integration, deployment, managed services, and transformation. It also calls for strong sales-cycle management, advanced commercial modeling, financial analysis, negotiation ability, and the capacity to manage large multi-country operator accounts. Leadership, communication, presentation, and stakeholder management skills are essential.

Qualifications and experience

A bachelor’s degree in engineering, telecommunications, business, or a similar discipline is required, and an MBA or equivalent qualification is preferred. The role seeks someone with 12 to 18+ years of experience in telecom sales or system integration sales, including significant work with operator accounts. A strong record of closing large and complex telecom SI deals is important, and prior experience selling telecom SI service portfolios is highly desirable.