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The Head of Sales will be responsible for establishing and scaling Tata Communications’ presence in China, driving revenue growth across multinational and domestic customers. The role will focus on building strategic customer relationships, developing the local sales pipeline, and aligning regional execution with Tata Communications’ global go-to-market strategy, while supporting the broader China market entry and expansion agenda as Country Manager.
Revenue & Market Growth
- Drive revenue growth and pipeline development for Tata Communications in China, aligned with annual and long-term targets.
- Establish a strong customer footprint across multinational organisations – both international MNCs growing in China, and Chinese companies growing outside of China – and priority domestic accounts.
Go-to-Market & Sales Strategy
- Define and execute the China sales strategy in line with global and APAC go-to-market priorities.
- Identify priority segments, partners, and routes to market for accelerated entry and scale.
Customer & Partner Management
- Build and manage strategic relationships with key customers, channel partners, and ecosystem stakeholders – specifically local & global Systems Integrators and distribution companies
- Lead complex deal negotiations and ensure high customer satisfaction and retention.
Team Build & Leadership
- Hire, onboard, and develop the local sales team as per the approved headcount plan (10 hires in initial 12m across Sales, solution Engineering, Product Management and Service Delivery & Assurance).
- Set performance goals, coach team members, and drive a high-performance sales culture.
Stakeholder & Matrix Management
- Act as the primary interface with APAC and Global Sales leadership, ensuring alignment on priorities, forecasts, and execution.
- Collaborate closely with Product, Solutions, Finance, Legal, and HR teams.
Forecasting, Reporting & Governance
- Own sales forecasting, pipeline hygiene, and regular reporting in CRM and management dashboards.
- Ensure adherence to internal approval processes, pricing governance, and delegation of authority.
Compliance, Risk & Regulatory Coordination
- Work with Legal, Finance, and Compliance teams to ensure all sales activities comply with China regulatory requirements and Tata Group governance standards.
- Support audits, reviews, and internal controls as required.
Budgeting & Operational Oversight
- Manage sales budgets, expense controls, and cost optimization within approved limits.
- Support Annual operation planning and administrative setup for the China entity.
