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Associate Director - Product Management

Company: Tata Communications
Location: Virginia
Posted on: June 7, 2021

Job Description:

Principal responsibilities

Role involves overall responsibility for success of the UCC Microosft business for the India markets (the Territory). Candidate will work with product managers owning each UCC service to ensure service localization, adaptation to suit market requirements, sales readiness, and sales support for the Territory.

  • Ownership of Regional Targets: ensure achievement of Territory financial and non-financial business objectives for UCC.
  • Go-To-Market strategy: work with Territory sales management to define and execute optimal GTM strategy and prioritization for key geographies and market segments. Should drive consideration and planning based on market size / potential, direct and partner strategies, network access, cost structures, and GTM and sales strategy, and partner selection.
  • Sales & Partner Enablement: Develop internal training and supporting documentation necessary, and leverage respective product managers and engineering, to train TCL and partner sales, commercial management, solution architects, and others involved in selling and supporting service offerings, and on necessary processes.
  • Pre-Sales Process: Institute pre-sales process involving sales, BDMs, SEs, and commercial management, and ensure all relevant stakeholders are adequately trained on service offering, value proposition, and sales process. Aim to enable all teams to handle 80% of all requirements by leveraging templates and other materials, with direct product engagement on remaining 20%. Work with services operations teams to ensure appropriate level of operational review and approval on non-standard bids in region.
  • Sales Support: Act as subject matter expert, support resource, and escalation point in support of individual deals for both TCL and partner. Provide hands-on support in preparation of bid responses for large, complex, or unique deal requirements. Act as gatekeeper in qualification process where necessary, and lead effort to position product effectively with qualified prospects with solution selling process.
  • Service Localization: overall responsibility for definition and execution of localization requirements. Work with product managers and services engineering team to ensure optimal localization.

Experience / Qualifications

  • Sales and sales overlay support experience in Microsoft Teams .
  • Subject matter expertise in UCC and knowledge of all leading vendor solutions and offerings
  • Bachelor's Degree in engineering, business, MBA or equivalent experience desirable.
  • Experience in managed services sales, solution selling, complex sales, and managing enterprise customer negotiations and relationships.
  • Experience in a start-up environment and / or starting a new business in large organization.
  • Business management exposure or experience and understanding of P&L and cost models.
  • Ability to achieve results through virtual teams of internal and external stakeholders.
  • Excellent oral, written, presentation, and overall communication skills
  • Creativity, flexibility, and openness to alternative approaches
  • International experience and experience working in a multi-cultural environment.
  • Ability to set priorities, develop and execute a clear and concise plan, and drive execution.

Key Result Areas (outcomes)

  • Achieve the financial objectives for TP business in Territory as defined in the business plan.
  • Territory GTM strategy: definition and implementation of effective TP GTM strategy in the Territory, agreed and jointly managed with regional sales teams.
  • Direct and Partner Sales readiness
  • Pre-sales process: institute effective pre-sales process for region.
  • Pre-sales support and governance on major deals.
  • Service Localization: Define and drive appropriate localization of service offering, program requirements, processes, and materials.
  • Major partner relationship management to support and alignment.

Management Responsibility

  • Management of project teams and virtual teams to achieve desired outcomes.
  • Reports to Sr. Director UCC Solutions. No direct reports, but management of / collaboration with multiple groups to achieve desired outcomes. Extensive collaboration expected with:
  1. Territory sales and sales management

  2. UCC Services Engineering

  3. UCC Product team

  4. UCC Services Operations

  5. Cisco/major partner Sales for Territory

  6. TCL commercial management

  7. Partners: Glowpoint, Di Data, IBM etc.

  8. Major SP partners

Keywords: Tata Communications, Duluth , Associate Director - Product Management, Other , Virginia, Minnesota

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