Director - Business Development - Tata Communications - Singapore

Job description
This role is for a senior leader who will be a key member of the Business Development team and be responsible for driving the business development initiatives for the APAC market, with a primary focus on the data center business. The data center business offerings include colocation, managed hosting, cloud and managed security services and the units has over 42 data centers around the world. The business is growing over 20 % year-over-year and with this new focus the business aspires to gain significant market share. The Business Development leader will play a critical role in enabling that growth.


Summary Responsibilities:

Lead and manage the APAC business development team.

Develop high-growth strategies of the data center business portfolio and execute business development go-to-market plans for the APAC markets to achieve sales target for the region.

Engage with key enterprise and carrier customers to address and influence their APAC and ineternationl datacenter, managed hosting, cloud, and managed security requirements and decisions.

Work at both the strategic and tactical levels; generating bold and innovative ideas and executing the programs with internal teams across functions including TCL’s India sales leadership and product management leadership teams.

Develop and manage external partners to accelerate demand generation for the product portfolio.

Lead and foster a positive, high-energy, high-performance culture as a member of the business development leadership team.

Major Activities

Build and execute APAC Business Development (BD) strategy for data center products (e.g. Colocation, Managed Hosting, Cloud, and Security solutions), with a strong focus on right positioning, rapid market reach and low cost of sales.
Define BD priorities and construct the annual regional BD plan and budget. Collaborate with internal and external business partners to identify needs and opportunities and create a metrics-driven operation across both direct and indirect sales channels to successfully harvest revenue growth for the data center products suite.
Identify priority segments and create sale opportunities that can be addressed by data center solutions.
Lead the groups awareness of our customers as the lead customer advocate to ensure break-through awareness and engagement levels, as well as highest quality, most empathetic content for them
Manage the APAC BD team (hiring, administrative and functional leadership of team)
Work collaboratively and in tandem with relevant TCL BD initiatives.
Key Attributes
Have a strong background in sales and business development
Ability to independently develop and maintain business relationships
Ability to lead in high growth environments
Ability to work in unstructured work environment with high degree of ambiguity
Independent and yet collaborative and a good listener
Has to be good with numbers
Experience in change management would be helpful

The ideal candidate will have proven success in B2B/enterprise sales and managed services business development, and a demonstrated ability to drive sales pipeline growth, new customer acquisition, new revenue from a large existing customer base, and a history of building and managing high-energy teams.

Work Experience
15+ years of sales / business development experience
Led a BD team in technology, telecom or consulting
Engaged at the CXO level in customer organizations
Responsible for revenue goals in the range of $25 Mn - $50 Mn
Essential Qualifications
Engineering or business undergraduate degree preferable
MBA or equivalent preferable

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