For more information, visit us at www.tatacommunications.com

© 2020 Tata Communications. All Rights Reserved. TATA COMMUNICATIONS and TATA are trademarks of Tata Sons Private Limited in certain countries. ###### v0# 1

About Us Tata Communications, a digital ecosystem enabler, we enable the digital transformation of enterprises globally. With a solution orientated approach and proven managed service capabilities and cutting-edge platforms, Tata Communications drives the next level of intelligence powered by cloud, mobility, IoT, collaboration, security, and network services

• Present in more than 200 countries and territories around the world

• Serves over 7,000 customers globally that represent over 300 of the Fortune 500

• Connects 4 out of 5 mobile subscribers worldwide

• Connects businesses to 60% of the world’s cloud giants

• Operates the largest wholly owned and most advanced subsea fibre network which underpins the internet backbone, where its network carries around 30% of the world’s internet routes

• Its Internet of Things network in India will be the world’s largest network of its kind, spanning nearly 2,000 communities and touching over 400 million people

• Listed on both the Bombay Stock Exchange and the National Stock Exchange of India with a market capitalisation of USD 2.72 bn

Tata Communications is committed to being an equal opportunity workplace and to providing an inclusive environment to all employees. All employment decisions are made without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, or any other status protected by law. To know more about us do visit : https://www.tatacommunications.com/

Designation Sr Manager – Enterprise Sales (Hunter)

Location Singapore

Reports to AVP – Enterprise Sales, APAC

Team Direct Reportees

Individual Contributor

Total Team Size 7-8

About the Function

We have a great opportunity for a highly motivated and talented Sr Account Manager. At Tata Communications, we seek to nurture talents in developing and having a creative mindset. If you are passionate about new technologies and making a difference, Tata Communications is the right place for you. Join a dynamic team that is driving growth in key enterprise accounts, strengthen account wide relationships and deal with emerging market technologies in the market. With our robust end-to-end solutions capabilities, we provide an effective & productive digital ecosystem which forms the bedrock for business innovation and growth. From Leading the move to cloud, shaping the IT landscape transformation to securing the business to drive digital adoption, make an impact and shape the market by engaging with our customers and becoming a trusted advisor & digital ecosystem enabler.

Purpose of your Role

• Responsible for New Business Development via prospecting, qualifying, consulting, and leading to closure.

• Developing the company’s long-range sales strategy and forecasting sales volumes for the entire organization, building customer and partner relationships, territory planning and segmentation.

• Identify sales opportunities and conduct feasibility checks to ensure maximum conversion of these opportunities to generate revenue as per sales strategy/ targets.

• Responsible for annual revenue quota booking with significant growth in subsequent years with an emphasis on the development of client relationships and customer delivery.

You will be accountable for

• To prospect, qualify, develop new business opportunities with new & existing potential clients for solutions, products and services to develop strategy to

For more information, visit us at www.tatacommunications.com

© 2020 Tata Communications. All Rights Reserved. TATA COMMUNICATIONS and TATA are trademarks of Tata Sons Private Limited in certain countries. ###### v0# 2

(Key Responsibilities)

initiate contact, identify and understand their pain point for a solution proposition.

• Identify requirements and sales opportunities with customers. Conduct negotiations with customers based on pricing and technical solutions.

• Strategic relationship management at all levels for greater customer reach

• Strong involvement in complex deals and decision-making processes.

• Demonstrated ability to work cross- functionally across various organisations to drive outcome.

• To research, monitor and understand the market and competitive trends to create strategic plans that will deliver desired results.

• May lead/manage small teams for small projects. Capable of identifying key issues and priorities and focusing on these to deliver required results with minimal direction and d competitive supervision.

• Demonstrate a level of flexibility in resolving problems/issues that at least to in-depth command of all techniques, processes, tools and standards, within the relevant field of specialisation.

• Able to identify problems and significantly improve, change, or adapt existing methods and techniques.

You have (Qualification and exp)

• MBA or bachelor’s degree in information technology, computer engineering or computer science.

• Must have experience selling Digital Transformation solutions to large enterprise customers, specifically in areas like Network, SDWAN, Cloud, Cybersecurity, SASE, Contact Centre, and UCaaS.

• Experience in emerging market with an entrepreneurial mindset.

• 10-12 years sales experience in Telco or Global Service Integrators.

• Strong communicator and confident individual with positive working attitude.

More Information about us

• What is Tata Communications’ purpose? Digital technology is empowerment. It is expression. And it is equalising. Its scale and speed touch all parts of our lives – everyone, everywhere, every day. Technology has created a platform of limitless opportunity. But for businesses to fully capitalise on the growth opportunities in store, they must undergo complete and fundamental transformation. They must become truly digital. Tata Communications exists to facilitate that transformation for positive change – for everyone

• What does Tata Communications do?

We create and curate robust ecosystems, open infrastructure, and future-proofed platforms to transform complex services into simple solutions that work for our customers and partners on their digital transformation journey. Underpinning everything we do is our global network – the world’s largest and most sophisticated, wholly owned subsea fibre cable network. Today, over 30% of the world’s Internet routes travel over our network, and we are the only Tier-1 provider in the top five by routes in five continents across the globe

• What is the corporate history of Tata Communications Limited?

Tata Communications Limited (hereinafter referred as Tata Communications) is the new name of VSNL, which as of January 28, 2008. Prior to this Tata Communications has a history of more than 135 years in handling the international telecommunications needs of the country. Tata Communications (as VSNL) was incorporated on March 19, 1986 under the Indian Companies Act, 1956 to take over the activities of the erstwhile Overseas Communication Services (OCS). In February 2002, the Government of India, as per their disinvestments plan, sold 25% of their holding in the company to the strategic partner. Consequently, the company was taken over under the administrative control of TATA. It is under the management of

For more information, visit us at www.tatacommunications.com

© 2020 Tata Communications. All Rights Reserved. TATA COMMUNICATIONS and TATA are trademarks of Tata Sons Private Limited in certain countries. ###### v0# 3

TATAs – India’s best-known industrial house – that Tata Communications is now charting its future course. Prior to this, The Eastern Telegraph Co. (ETC) of 1872 and the Indian Radio Telegraph Co. (IRT) of 1927 merged to form the Indian Radio and Cable Communications Co. (IRCC) in 1932. The Government of India took over the IRCC, giving birth to the Overseas Communications Service (OCS), a Government Department.

• About Tata group The TATA group founded by Jamsedji Tata in 1868, the Tata group is a global enterprise, headquartered in India, comprising 30 companies across ten verticals. The group operates in more than 100 countries across six continents, with a mission ‘To improve the quality of life of the communities we serve globally, through long-term stakeholder value creation based on Leadership with Trust’. Tata Sons is the principal investment holding company and promoter of Tata companies. Sixty-six percent of the equity share capital of Tata Sons is held by philanthropic trusts, which support education, health, livelihood generation and art and culture. In 2018-19, the revenue of Tata companies, taken together, was USD 113.0 billion (INR 792,710 crore). These companies collectively employ over 720,000 people. Each Tata company or enterprise operates independently under the guidance and supervision of its own board of directors. There are 28 publicly listed Tata enterprises with a combined market capitalisation of about USD 160 billion (INR 11,09,809 crore) as on March 31, 2019. Companies include Tata Consultancy Services, Tata Motors, Tata Steel, Tata Chemicals, Tata Consumer Products, Titan, Tata Capital, Tata Power, Tata Advanced Systems, Indian Hotels and Tata Communications.