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IT and Telecoms

Sales Consultant Vacancy at Tata Communications, 18th Sept., 2019

Tata Communications is a leading global digital infrastructure provider that powers today’s fast growing digital economy.

We are recruiting to fill the position below:

Job Title: Sales Consultant – Wholesale Voice & A2P

Location: Nigeria, Ivory Coast, Ghana, Kenya, Senegal
Job Type: Contract

Broad objective of the role

  • Strategic Sales for Africa covering big MNO group accounts, OTTs, incumbent PTT bilats, Carrier segment, RSPs, ISPs and aggregator segments for UBS product range (Wholesale Voice, A2P SMS, Signaling services).
  • Participate in leadership dialogues to drive business and human capital improvements across the company.
  • Managing Major Accounts and key destination countries in defined region.

Operating Network
Key External:

  • Customer & Carrier profile including MNOs, OTTs, Incumbent PTT, Tier 1 carriers, RSP, ISP, Aggregators for Usages based products (Voice transit and VAS, , A2P SMS and Mobile signaling).”

Key Internal:

  • Leadership sponsors, Product and Market Management, Service Management & Assurance, Billing & Collection

Size And Scope Of Role

  • Total sub region Gross Revenue estimated:
  • Total region net Revenue estimated

No. of direct reports:

  • None

Other size parameters:

  • Job Location will be Kenya/Ethiopia or Ghana or London/Dubai

Key Responsibilities 
Areas Of Responsibility (Key Activities)

Sales Planning

  • Evaluate past performance and market potential and share recommendations on annual targets;
  • High performance with strong focus on solution sales.
  • Identify target existing accounts and potential new accounts, marketing activities such as group workshops to showcase capabilities, participation in industry forums etc;”
  • Drive development of sales annual plans across farming and hunting accounts,
  • Key focus on Business as Usual activities with drive on “”core services”” penetration.
  • Focus on segmentation and GTM

Performance Metrics:

  • Approval of segment sales and BD plan by senior management
  • Performance against budget
  • Strength of funnel
  • New Revenue streams
  • New service introductions
  • KRA alignment across functions to achieve objectives”

Protect and Grow” Strategy

  • The person will handle Strategic Sales for Africa region MNO group accounts, OTTs, incumbent PTT bilats, Carrier segment, RSPs, ISPs and aggregator segments for UBS product range.
  • Proactively lead company-strategic account planning and work plans to achieve performance objectives, financial targets, and critical milestones for a 1-3 year period.
  • Provide strategic direction to team for identifying high-potential customers and building long-term alliances; Review account development plans and take corrective actions if required.
  • Process innovation to accelarate new UBS services.”
  • The person will manage the BAU Bilats and SWAPs and VAS business as well as drive Strategic Solution Selling in the carrier segment.
  • Objective is to achieving Sales & Buying quota and assigned strategic carrier account objectives as per Quota for the entire UBS products portfolio. (VTS, VAS, A2P SMS & Mobile Signaling etc) for the destinations & carrier covered.

Performance Metrics:

  • Number of accounts targeted
  • Timely creation of account development plans
  • Deal closure

Strengthen the Organization

  • Guide the Business Development efforts for strategic sales, infra-structure solution sales and in-region trading accounts. Assesses, customer needs and ideate Infra-structure, systemic, return traffic customized solutions to address carrier customer needs and lock –in wholesales traffic.
  • Work with Global Sales Group (GSG) to develop Voice/SMS and Data bundled solution proposal which are WIN-WIN for both TCL and carrier customer. Explore V&D buy/sell bundling areas.
  • Develop & maintain strong CXO and operational level relationships with key personnel in assigned named accounts customers as well as industry peers.
  • Represent Tata Comm interest in several telecom Industry forums, associations & conferences in the region.
  • Guide the team to implement an accurate, professional, consistent bid and contract management response process across region customer engagements
  • Track Telecom environment in the region, regulatory changes, market dynamics, industry trends, competitive activities and provide necessary market intelligence to the company.

Performance Metrics:

  • Number of opportunities identified vs. number of opportunities qualified
  • Account development plans

Key Account Management with Disciplined execution

  • Drive discussions with core groups of operators to develop partnerships;
  • Discuss MNO group level opportunities;
  • Develop group account plans and share with senior management;
  • Identify opportunities to penetrate group account; Review account performance and take corrective actions if required.
  • Manage Sales funnel Pipeline l and provide necessary MIS reports from time to time. Also provide Sales Projections, and other inputs.

Performance Metrics:

  • Revenue from group accounts

Projects & Initiatives

  • Delegate projects and guide team to conduct market analysis and seek customer feedback on new products/services; Share recommendations on market positioning with Product teams as necessary
  • Coordinate within company with service management & assurance, billing & Collection, Product and Market Management, in order to meet necessary execution to ensure account performance objectives and customers’ SAT expectations

Performance Metrics:

  • Internal stakeholder feedback
  • Process Innovation / Improvements introduced

Learning & Development

  • Regularly review self development goals; actively participate in coaching conversation and performance review;
  • Manage the self training and development for future readiness.

Performance Metrics:

  • Self Development
  • Focus on performance
  • Productivity improvement
  • ESAT scores

Role Holder Requirements
Minimum qualification & experience:

  • MUST have 10+ years of experience in Telecom industry and 5+ years in wholesale Voice & SMS Industry in Africa region, experience of working with multi-cultural wholesale voice sales people.
  • Should understand the various Wholesale Voice & SMS “Business APPs” or Systems & Process intricacies and dependencies of the business. Pricing, routing, deal governance & margin management & reporting etc.
  • Should have existing CXO relationship in the Wholesale Segment in Africa
  • Should have a good understanding of the regulations and legal nuances of the business in East Africa & other countries in the region.
  • Proficiency in English a must, Suhali and any other language would be added advantage “

Other knowledge/skills:

  • Leadership skills, execution and planning focus, communication skills, negotiation skills. Experience of cross-cultural environments to appreciate business development and decision making dynamics (internal and external).
  • Knowledge on A2P/SCCP and selling into enterprise accounts is beneficial.

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online


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