General Manager

About The Company

Tata 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 Communications

Overview /Role Summary

This role is responsible for achieving sales targets by managing enterprise accounts within the assigned region, focusing on planning, identifying, qualifying, and closing sales opportunities. The position supports ongoing business operations and customer needs, while encouraging the adoption of AI tools and data analytics in a supportive, experimental capacity to enhance sales processes and team productivity.

Key Role & Responsibilities

• Develop and implement sales plans for enterprise accounts, considering market focus and dynamics, and explore opportunities to use AI tools to support these plans.
• Allocate targets to team members and provide guidance on account-specific action plans, using available data analytics tools to monitor progress and identify areas for improvement.
• Review and qualify sales opportunities in collaboration with solution architects and cross-functional teams, leveraging AI-powered CRM features or analytics dashboards for supportive insights where available.
• Engage with senior management of client organizations to present Tata Communications’ solutions, and introduce AI-supported enhancements as appropriate.
• Support the team in closing opportunities, focusing on large deals and renewals, by utilizing AI tools for drafting proposals, summarizing customer requirements, preparing negotiation briefs, etc.
• Review and provide input on solutioning and commercials for complex, high-value deals, using AI-enabled scenario analysis or data visualization tools to support decision-making.
• Participate in final negotiations for closing major deals, using AI as a supplementary resource,
• Conduct periodic reviews of account progress, sales pipeline, and process adherence, using AI-driven analytics for basic reporting and pipeline visualization, while recognizing current limitations in predictive accuracy.
• Lead team development through recruitment, goal setting, performance reviews, and coaching, with an emphasis on upskilling in digital tools and fostering a culture of responsible AI experimentation.
• Foster team engagement and resolve people-related issues to ensure productivity, using available HR analytics or AI-based sentiment analysis tools in a supportive, non-critical manner.
  
  

Minimum Qualification & Experience

Engineering graduate with a management degree and around 10-12 years of experience.

Capability

• Strong understanding of management dynamics and sales operations.
• Familiarity with digital tools, including exposure to AI and data analytics as applied to sales.
• Good understanding of finance & supply chain management.
• Awareness of industry trends and technological advancements, with a willingness to experiment with new tools.