Tata Communications Limited Hiring For General Manager – Sales – 15070 at Mumbai ,  Full Time

Job Family Descriptor

Broad outline of the Role

Purpose – Broad objective of the role

with the objective of
– ensuring revenue increase and profitability of Partner Led business within Region
– improving market positioning
– driving relationships and positioning of company’s capabilities within the segment
– developing right partner value proposition
– maximizing operational efficiency around processes within segment sales and strategy

within the limits of
– Overall Partner Led business strategy
– Europe business strategy

Operating Network – Key External

Customers, Partners (Referral, Solutions), Cloud Service Providers, Services Providers (Type 1 – GAM / Global Reach Type 2 – Enterprise enablement Type 3 – Emerging) Conference Service Providers Forums

Operating Network – Key Internal

BU team members, CSO (Service Delivery, Service Management), Global counterparts, EMEA leadership, Legal and Finance team members

Size and Scope of Role – Financial

Gross ACV: 4,000,000 USD (approx.), Gross Revenue 1,188,082 USD (approx.)

Size and Scope of Role – No. of direct reports

5 to 7

Size and Scope of Role – Total team

5 to 7

Size and Scope of Role – Other parameters

UK region

Minimum qualification & experience

10 years in senior sales leadership track record of business growth strategic account management and C-suite engagement

Other knowledge/skills

A high degree of consultative solution selling training
Must be able to understand, in detail, Telecommunications Infrastructures, hosted and cloud based services Must have an aptitude for commercial model and be able to drive a deal to conclusion
Must be able to manage relationships at all levels within external and internal organizations Must be versatile and able to adapt to changing business and sales environments

Key Responsibilities

Planning
Carve out the short to mid-term plan for the region from the 3-5 year global strategy & plan prepared by the Partner Strategy team Finalize budgets for the segment Study the network of existing Partners & map it against future requirements to meet the segment target Prepare business case for new Partner acquisition & footprint expansion
Partner selection
Identify target customers Define rules of engagement for companies with both direct/sell to as well as sell with/through revenue, from the TML (Direct, Top X, New logos) & in the SP segment Provide inputs to the Partner strategy team towards partner evaluation & selection criteria considering the regional/local nuances Participate in the partner evaluation process for the region & ensure all the parameters defined in the Partner Evaluation Tool (comprising of levels of commitment, strategic & cultural fit, stability & external strength, legal/regulatory assessment) are checked adequately
Partner onboarding & readiness
Develop right partner value proposition (PVP), both financial & non-financial e.g. training, discounts, marketing support to promote products etc Conduct partner interlocks to align on objectives & understand synergies & joint planning sessions to ensure clarity on opportunity & end state Collaborate with partners by holding joint workshops with targeted customers to apprise them of the value proposition Design Partner performance metrics & obtain agreement Prepare account mgmt plans in collaboration with Partner Strategy team Provide dedicated Partner support teams & oversee smooth integration of technology & faster GTMs Facilitate all MDF & other resource commitments to the Partner
Sales monitoring & execution
Regularly review & monitor the PVP & GTM programs to ensure revenue realization via the Partner channel Conduct regular performance discussions with the Partners Lead joint meetings with Sr. Mgmt of potential clients to understand end customer business, identify opportunities & potential solutions areas Lead & execute planned GTM activities Execute & deliver new joint market plan for any new co-branded opportunities or joint value prop working along with partner marketing team Drive early pipeline development & assistance along with marketing team till first deal (lifecycle within ecosystem except customer engagement) Create clear handover process to transition account to respective segment post signing of first deal
Business solutions
Provide feedback & clarify expectations of support required from solution engineering team with respect to development of technical solutions, sales support, contract scoping & preparation, back office provisioning, ongoing transactional support for the business unit Guide team to provide inputs on customer requirement & technical solution needed
Process Improvement
Analyze current & anticipated gaps in sales process by taking into cognizance market trends, changing business & consumer dynamics Identify areas for automation & process improvement Set up projects for the same & guide teams towards implementation by approving a project plan & establishing a regular review mechanism
Team Development
Regularly review team structure and assess talent requirements participate in the recruitment and selection process conduct goal setting and performance review for the team drive team development, engagement and reward initiatives coach and mentor team members as required and ensure resolution of any people issues.

Technical Competencies

Knowledge / Skills

Communication Skills