This role is responsible for driving sales into the Enterprise segments, directly or through TC Sales force.
The IoT Enterprise Sale Rep is NOT another Sales Rep; she / he leads the bid from a customer view; brings in her/his vertical knowledge, explains the bid strategy technology, prices, contractual strategies and relationships between them; while the TC Sales team is responsible of the day to day and long term relationship with the customer and strategy on the account
He / she develops a pipeline of sustainable qualified opportunities, directly or through TC Sales force.
He / she develops the right strategy to win the bid, based on Unique Selling Points of internal and external parties that he / she leverages.
He / she ensures the bid complies with TC Bid governance and bid guidances.
Should have a 8-12years experience in B2B / Direct Sales and Business Development
Extensive Technical / Value Add Sales skills Experience in writing Technical Proposals
M2M or IOT Sales & Industry experience will be an added Advantage
Should understand some Verticals and Verticals strategic environment and evolution within India ie a knowledge about some verticals, but not all verticals, is required
Should have good contacts in the Verticals industry (Enterprise Segment) at the CXO Levels in the relevant cities (NCR / Mumbai / Bangalore) / regions.
Good understanding of business case building & Financial Modeling,
Good experience in presenting to the CXO Level is a must
Should have sold Solutions to the CXO levels
Prior Sales experience in working on strict deadlines and meeting Targets is a must.
Receipt of percentage of the Variable Components / Incentive in prior Jobs should be checked & should be above 70 - 80%
Should have Very Good Communications (both written & verbal)
Should have experience in Negotiating Large Value business deals
Should be Fluent in Spoken and Written English
Used to personal productivity tools (e-mail, Word, PowerPoint, Excel.),
Make Cold Calls, Fix Appointments at CXO levels and be a Hard Core Foot on Street
Build strong Relationship with clients at the CXO levels
Account Management of clients
Value Added and Solution selling to clients
Focus on the Private Sector
Will have to manage the Customers Expectations
She / he develops a pipeline of sustainable qualified opportunities.
She / he develops the right strategy to win the bids, based on Unique Selling Points of internal and external parties that he / she leverages.
She / he ensures the bid complies with TC Bid governance and bid guidance.
Work with the System Integrator / Channels Sales team on the development of the bid strategy (Sales strategy, procurement strategy), define with Commercial Ops in the pricing strategy,
responsible with legal for the contractual matters with subcontractors (legal clause, SLA, etc.),
responsible for the Business Solutions Document (or equivalent, any proposal document),
articulate and sell the TC IoT Unique Selling Points for that bid
Develop the Executive Summary for the bid,
is responsible of the right level of engagement with and the evaluations of subcontractors (contracts, commitments).
is responsible of the Quality of TC IoT proposal.
Should be a self-Motivated & Aggressive Sales person and should be a Very Good Team Player
Should believe that IOT will be a success in India
Should be a passionate person and should love his Sales Job
Capability to manage, give directions to people that do not report directly to you
Pre sales function
Network Design function to ensure capabilities to deliver and maintain
Product Management function
Finance function to set costs base, price and discount
Finance Function to measure revenue and P/L
Legal for all contractual matters in service definition / channels contracts
Public Relations and Communications to announce / advertise the offerings