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Overview

The Director Sales role in Germany is focused on driving revenue growth, boosting customer satisfaction, and expanding strategic accounts for Tata Communications Transformation Services (TCTS). This position centers on acquiring new clientele, enlarging current accounts, leading multifaceted sales efforts, maintaining strong client relationships, and achieving sales and profit objectives aligned with TCTS's goals.

Key Responsibilities

Achieve yearly sales bookings, revenue, and margin goals across designated territory and accounts.
Identify, evaluate, and close new business opportunities within targeted sectors.
Develop and implement strategic account plans that promote wallet share growth and foster long-term client partnerships.
Maintain a robust sales pipeline accompanied by precise forecasting and reporting.
Drive cross-selling and upselling initiatives across the TCTS product range.
Establish and build executive-level relationships with principal customers.
Act as the chief commercial liaison for assigned customers.
Understand business priorities of clients and align TCTS solutions to meet their transformation objectives.
Ensure customer retention and expansion through proactive engagement efforts.
Take ownership of customer satisfaction metrics including initiatives to improve Net Promoter Score (NPS).
Lead full lifecycle management of RFPs, RFIs, and RFQs.
Collaborate with solution architects, delivery managers, and commercial teams to craft competitive proposals.
Manage deal qualification, pricing tactics, negotiations, and final contract closures.
Ensure timely delivery of compliant, high-quality proposals.
Participate in client presentations, workshops, and defense sessions.
Collaborate with delivery, solution, and partner teams to ensure alignment between sales promises and delivery capabilities.
Work with global and regional leaders to expedite business growth.
Leverage relationships with technology alliances and partners to generate new opportunities.

Performance Metrics

Revenue targets achieved
Pipeline coverage ratio
New customer acquisitions
Account expansion rate
Net Promoter Score improvements
RFP win ratio
Accuracy of sales forecast

Professional Experience and Qualifications

Over 15 years in enterprise technology services sales, consulting sales or digital transformation sales.
In-depth knowledge of the German telecommunications market, associated customer base and regulatory framework.
Experience selling solutions such as Cloud, Infrastructure, Cybersecurity, Data & AI, Managed or Transformation Services.
Well-established networks within telecom operators, carriers and technology partners in Germany and Europe.
Proven ability to build joint market strategies with telecom providers, hyperscalers and strategic partners.
History managing significant strategic accounts and intricate sales cycles.
Strong expertise in managing RFPs, RFIs, and commercial contract negotiations.
Ability to engage with C-level executives and high-level business stakeholders.

Technical & Interpersonal Skills

Sales expertise in telecommunications services
Strategic account management capabilities
Strong opportunity qualification skills
Ability in customer relationship management
Focus on NPS and customer experience enhancement
Proficient in commercial negotiation
Competent in sales forecasting and pipeline management
Stakeholder relationship management
Excellent executive communication
Powerful presentation and influence skills

Educational Background

Bachelor’s degree in Business, Engineering, Technology or related discipline.
Additional technology certifications considered a benefit.

Language Skills

Business-level proficiency in German
Business-level proficiency in English

Director Sales - Germany

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