About The Company
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
About The Role
In this role, you'll be instrumental in developing and executing our go-to-market strategy with key vendors and partners. You will take ownership of the entire business development cycle, from creating strategic account plans and demand-generation frameworks to driving revenue for our business. A key part of your role will involve aligning and engaging with our internal teams to pursue sales opportunities and ensuring technical enablement through regular partner-led sessions. You will also have the opportunity to build customer events through partner-sponsored programs, manage MDF funds, and contribute to our APAC partner newsletter. Your success will be measured by your ability to drive cadence calls, track the pipeline, and report on the effectiveness of our demand-generation programs, ultimately accelerating our growth through strategic alliances.
Role And Responsibilities
- To build new business thru GTM activities for Alliance partners like Poly/HPE, Genesys, Cisco, Microsoft, Fortinet, Versa, HPE-Aruba, Cisco-Meraki, Zscaler, Netskope & future partnerships.
- Land and Expand relationships with alliance partners.
- Understand Partner business model and the JVP for a successful partnership.
- Work with Partner Channels / Alliance teams in generating opportunities with sales and other functions.
- Collaborate with CFT- Sales, Marketing, Tower specialists and Product Manager to develop and implement appropriate joint Sales & Marketing activities with Alliances.
- Ensure technical alignment & certifications for partnership tiers / pricing.
- Create and lead 360 awareness sessions for Alliance, Tata and customers on the JVP to the market.
- Identify and drive new business opportunities with potentially new or existing partners.
You will be accountable for:
- Create, enable, and develop account planning, demand-generation, governance framework for joint go-to-market with vendors/partners.
- OB / Revenue for Tower Business (20:80).
- Create alignment and field engagement with internal teams on specified sales opportunities.
- Technical enablement through regular partner led technical/sales sessions.
- Drive & build customer events through partner sponsored programs with marketing.
- Build MDF fund with partners.
- Co-build Partner Newsletter for APAC region.
- Drive Cadence calls, pipeline tracking and reporting in alignment to demand-generation program needs
- Required Qualification:
- 12-15 years of Sales, consulting in technologies such as Voice & Messaging, Networking (SD-WAN, SASE, Security, MPLS, DIA, IPL), Cloud, Data Centers, Mobility, Edge services, Unified Communication, etc.
- Prior experience of at least 5+ years in Technology Alliance management.
- Have interest in emerging technologies and trends (IoT, AI, Big Data, etc.), any certification will be a plus.
- Candidate should be a strategic thinker with amiable personality, positive outlook, and expert communication skills.
- Should have organizational skills and the ability to thrive in a fast-paced environment.
- Should be knowledgeable of the partner s propositions, their markets, business challenges and customer opportunities.
- Strong creative problem solving and analysis skills, ability to build executables frameworks.
- Motivated and self-driven to achieve targets.
- Must exhibit a high degree of business maturity and ability to communicate effectively at senior management levels.
- Should have a bachelor s degree in engineering and a master s degree in management, business operations, marketing or any related field.
- Why Join Us:
- Impact at Scale: Be part of a growing organization where your leadership will directly influence the development of our regional sales strategies and organization development.
- Regional Exposure: Work in a dynamic, fast-paced environment covering multiple countries, giving you broad exposure and professional growth opportunities.
- Collaborative Culture: Join a supportive, diverse, and inclusive workplace where collaboration and innovation are encouraged.
- Career Development: We are committed to your learning and growth, offering opportunities to lead high-impact projects and initiatives.
