Associate Director - Customer Interaction Suite

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 - Deep Understanding of CPaaS, CCaaS and CX Solutions Technical Expertise: Knowledge of CPaaS offerings (e.g., APIs for messaging, voice, video) and CX platforms. Omnichannel Strategy: Proficiency in selling solutions across channels like SMS, WhatsApp, WeChat, voice, and email. Emerging Technologies: Awareness of trends like AI, chatbots, and real-time communication tools. - Market Knowledge in North Asia Regional Nuances: Understanding local business practices, consumer behavior, and regulations in countries like China, Hong Kong and Taiwan is mandatory. Language Proficiency: Ability to communicate effectively in local languages, especially Mandarin (Mandatory), Japanese, or Korean, for relationship building. Regulatory Compliance: Awareness of data privacy laws (e.g., China s PIPL, Japan s APPI). - Solution Selling Approach Consultative Selling: Focus on solving customer pain points rather than pushing products. Use Case Development: Crafting tailored use cases for industries like BFSI, retail, healthcare, and logistics. Value Proposition Articulation: Communicating ROI, cost savings, and efficiency gains from CPaaS, CCaaS and CX solutions. - Strategic Account Management Enterprise Focus: Experience managing large accounts in industries with complex requirements. Relationship Building: Establishing long-term partnerships with decision-makers and influencers. Cross-Selling and Upselling: Identifying opportunities to expand the footprint within existing accounts. - Digital Transformation Expertise Industry Knowledge: Understanding how businesses in North Asia are digitizing their operations and customer experiences. Business Impact: Ability to link CPaaS, CCaaS and CX solutions to broader digital transformation goals. - Negotiation and Closing Skills Cultural Sensitivity: Tailoring negotiation strategies to local customs and preferences. Stakeholder Alignment: Building consensus among multiple decision-makers in complex sales cycles. Competitive Positioning: Differentiating against regional competitors and global players. - Adaptability and Agility Dynamic Market Conditions: Staying responsive to rapidly changing business landscapes and customer needs. Technological Agility: Quickly learning new features, platforms, or trends in CPaaS, CCaaS and CX. - Data-Driven Selling Analytics Proficiency: Leveraging data to identify customer trends, optimize sales strategies, and demonstrate product impact. Metrics-Oriented Approach: Focusing on KPIs like customer retention, response times, and revenue growth. - Collaboration and Teamwork Internal Coordination: Working with product, marketing, and support teams to deliver comprehensive solutions. Partnerships: Building alliances with technology providers, resellers, or integrators to expand reach. - Resilience and Perseverance Competitive Landscape: Navigating intense competition from established and emerging players in the region. Long Sales Cycles: Staying patient and persistent through extended decision-making processes in enterprise sales. Responsibilities Build and execute the growth strategy and the go to market strategy for the respective product portfolio in the region. Identify solution partners and establish regional alliances to develop market and segments. Identify high-potential customers and building long-term alliances. Understand and analyse client requirements, determine the best solution fit and create a compelling proposition. Lead the technical conversations with the clients working alongside the technical architect team. Deliver Revenue Targets and Pipeline Growth Lead client negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are well aligned in stitching a deal together for the customer. Proactively identify the problem area internally with product & solutions team, setting up periodic bid calls between, sales, legal, commercial, solution & product to propose the desired solution to customer, prioritize on key opportunities to gain faster closures. Minimum Qualification & Experience Enterprise sales experience. Should have worked with technology services companies (Telecom, CPaaS, CCaaS CX, MarTech) in account management role. Desired Skill sets Proven record of coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions. Able to translate business information from customer and Provide insights to Solutions, SME, and product to enable development of proposal. Excellent Communicator and Collaborator: Strong relationship building, negotiation, organizational, presentation, written, and verbal communication skills. Ability to influence without authority. Strong understanding of latest trends in enterprise networking space, including the competitive landscape Tata Communications operates within.

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