- This role is focused on developing, growing and expanding existing strategic enterprise accounts within assigned territories and sectors. The Senior Account Development Manager will act as a trusted advisor and strategic partner to customers, fostering long‑term relationships built on trust, delivery confidence, and business impact — from operational teams up to CXO level .
Rather than a hunting-focused role, this position is about account ownership, expansion and value creation . The successful candidate will be responsible for deepening customer relationships, identifying growth opportunities, driving cross‑sell and upsell motions, and enabling co‑innovation aligned with the customer’s digital transformation journey.
You will operate as the conductor of the account , orchestrating internal teams and executive stakeholders to ensure seamless delivery, customer satisfaction, and continuous portfolio expansion. You will bring confidence — in vision, in execution, and in outcomes — positioning Tata Communications as a long‑term strategic partner.
This role requires strong ability to navigate complex customer environments, influence senior decision-makers, and align internal stakeholders while combining a business-owner mindset with the ability to operate effectively within a large, global organisation.
- Own and develop strategic enterprise accounts, driving sustainable growth through long‑term relationship building and value creation.
- Establish and nurture trusted relationships at multiple levels, including executive leadership (CXO), business unit leaders and operational stakeholders.
- Develop and execute 2–3 year strategic account plans, aligned with customer business priorities, technology roadmaps, and growth ambitions.
- Position Tata Communications as a strategic partner in customers’ digital transformation initiatives, beyond transactional engagements.
- Drive portfolio expansion through cross‑sell, upsell and co‑innovation, leveraging the full Tata Communications ecosystem.
- Identify and pursue complex, multi‑solution opportunities, integrating network, cloud, security, collaboration and managed services.
- Lead strategic discussions, commercial negotiations, and deal progression, ensuring seamless alignment across Sales, Solutions, Bid Management, Legal, Commercial and Delivery teams.
- Act as the voice of the customer internally, proactively identifying risks, delivery challenges or escalation points and driving timely resolution.
- Build strong confidence in delivery by ensuring clarity, governance and accountability across ongoing engagements.
- Maintain excellent pipeline, forecasting and CRM (Salesforce) hygiene with a focus on long‑term account value.
- Drive continuous improvement in customer satisfaction and NPS, serving as the customer’s primary advocate within Tata Communications.
- Track market, industry and competitor trends to proactively shape account strategies.
- Continuously upgrade skills through role‑based training, certifications and industry learning.
Deliver Order Book growth, revenue expansion and account retention objectives, quarter on quarter, within assigned accounts.
Experience:
- Bachelor’s degree (preferably in Management or Technology).
- 10–15 years of experience in enterprise account management and technology services sales, including at least 8 years in ICT / Digital / Technology services.
- Proven track record of developing and growing large enterprise accounts, ideally within Telecoms, Managed Services, Cloud, Platforms or System Integrators.
- Strong experience managing complex, multi stakeholder customer environments, with executive level exposure.
- Excellent understanding of enterprise ICT landscapes, particularly in:
o Cloud Communications & Collaboration
o Network Transformation (SD WAN, SASE)
o Customer Experience Platforms
o Managed Cloud & Managed Security Services
- Ability to lead account strategy while collaborating closely with Product, Marketing, Finance, Legal, Commercial and Operations teams.
- Strong capability to engage with external partners, OEMs and ecosystem providers in support of customer outcomes.
- Excellent communication, executive presence and stakeholder management skills.
- Strategic, consultative mindset with strong problem solving and critical thinking abilities.
- Certifications in Account Management, Cloud, Security, UCC, Managed Services or Technology Sales are a plus.
· Certifications from Cisco, Microsoft or similar vendors are advantageous. Innovation, creativity and market development certifications are an added benefit.
