Tata Communications

About The CompanyTata Communications Redefines Connectivity with Innovation and IntelligenceDriving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we at Tata Communications are envisaging a New World of CommunicationsRoleThe Senior Sales Manager is responsible for driving revenue growth, customer satisfaction and strategic account expansion across Germany. The role focuses on acquiring new business, growing existing accounts, leading complex sales pursuits, managing customer relationships and ensuring achievement of sales and profitability targets aligned with TCTS business objectives. The individual will act as a trusted advisor to clients, collaborating closely with delivery, solution, and partner teams to develop compelling value propositions and drive sustainable business growth.

Key ResponsibilitiesBusiness Development & Revenue GrowthAchieve annual sales bookings, revenue and margin targets for the assigned territory and accounts. Identify, qualify and close new business opportunities across targeted industries. Develop and execute strategic account plans to drive wallet share growth and long-term customer relationships. Build and maintain a healthy sales pipeline with accurate forecasting and reporting. Drive cross-sell and upsell opportunities across the TCTS portfolio. Customer Relationship ManagementEstablish and nurture executive-level relationships with key customer stakeholders. Serve as the primary commercial point of contact for assigned customers. Understand customer business priorities and align TCTS solutions to address their transformation goals. Drive customer retention and expansion through proactive engagement.

Own customer satisfaction metrics and Net Promoter Score (NPS) improvement initiatives. Pursuit & Bid ManagementLead end-to-end response management for RFPs, RFIs and RFQs. Collaborate with solution architects, delivery leaders and commercial teams to develop winning proposals. Manage deal qualification, pricing strategy, commercial negotiations and contract closure. Ensure timely submission of high-quality, compliant and competitive proposals. Participate in client presentations, workshops and solution defence sessions. Collaboration & Stakeholder ManagementWork closely with delivery, solution, and partner ecosystem teams. Drive alignment between sales commitments and delivery capabilities. Collaborate with global and regional leadership teams to accelerate business growth. Leverage strategic technology alliances and partner relationships to generate opportunities.

Key Performance IndicatorsRevenue AchievementPipeline Coverage RatioNew Logo AcquisitionAccount Growth RateNet Promoter Score (NPS)RFP Win RateForecast AccuracyRequired Experience15+ years of experience in enterprise technology services sales, consulting sales or digital transformation sales. Strong understanding of the German telecommunications market, customer landscape and regulatory environment. Experience selling Cloud, Infrastructure, Cybersecurity, Data & AI, Managed Services or Transformation Services. Established relationships with leading telecom operators, carriers and technology partners in Germany and Europe. Demonstrated success in building joint go-to-market opportunities with telecom providers, hyperscalers and strategic ecosystem partners. Demonstrated success in managing large strategic accounts and complex sales cycles.

Strong experience in RFP/RFI management and contract negotiations. Experience engaging C-level executives and business decision-makers. Required SkillsTelecomm service SalesStrategic Account ManagementOpportunity QualificationCustomer Relationship ManagementNPS & Customer Experience ManagementCommercial NegotiationForecasting & Pipeline ManagementStakeholder ManagementExecutive CommunicationPresentation & Influencing SkillsEducationBachelor's degree in Business, Engineering, Technology or related field. Relevant technology certifications are advantageous. LanguagesFluent German (Business Level)Fluent English (Business Level)