Director - Sales - Continental Europe

Tata Communications Redefines Connectivity with Innovation and IntelligenceDriving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we at Tata Communications are envisaging a New World of Communications

Broad outline of the Role

Lead the achievement of sales targets by strategically planning and leveraging data-driven insights to identify, qualify, and close sales opportunities for all enterprise accounts within the assigned region. This role focuses on enhancing revenue streams from key accounts through analytics, a deep understanding of market dynamics, and the responsible adoption of AI tools where practical. The position supports ongoing business operations while encouraging experimentation with emerging technologies to improve productivity and customer engagement.

Minimum Qualifications & Experience

Bachelor s degree required MBA or equivalent preferred. 15+ years of enterprise sales experience, particularly in technology services telecom, hardware, software, applications, cloud services . Proven track record in account management and team leadership.

Other Knowledge & Skills

Account Management with exposure to AI-supported tools

Business Strategy Consulting

Advanced Communication Skills

Relationship Selling with openness to AI augmentation

Strategic Acumen

Sales Forecasting using analytics and piloted AI tools

Sales Pipeline Management with digital tool proficiency

Data-Driven Sales Target Setting

Customer Acquisition leveraging available AI insights

AI-enabled customer insights

Key Responsibilities

Develop and implement sales plans for enterprise accounts, using available analytics, AI-supported tools to adapt to market dynamics and forecasts.

Allocate and adjust sales targets, providing team members with actionable, data-informed plans. Where appropriate, pilot AI tools for forecasting and reporting.

Utilize current AI tools (such as generative AI for proposal drafting or prompt-based customer data analysis) to support opportunity qualification and collaborate with solution architects on pursuit strategies.

Lead workshops and strategic engagements with senior management of client organizations, incorporating AI-generated data and insights where available to tailor presentations and solutions.

Support the team in closing opportunities by using AI tools for basic predictive analysis of deal success rates and to inform negotiation strategies, .

Review solutioning and commercials for complex, high-value deals; seek support from Region Head as needed.

Conduct periodic reviews of account progress, opportunity pipeline, and process adherence, leveraging AI-enabled dashboards or reports where available.

Collaborate with cross-functional teams to integrate market intelligence and process improvements, ensuring alignment with data-driven and, where possible, AI-supported insights.

Assess and optimize team structure using available workforce analytics; participate in recruitment and development initiatives,

Coach and mentor team members, encouraging the use of AI tools for productivity