Head of Alliances - APAC

Tata Communications is a leading global digital infrastructure provider, enabling enterprises to thrive in a hyperconnected world. As a trusted partner in digital transformation, the company delivers solutions in network, cloud, security, mobility, IoT, and collaboration to businesses worldwide.

1. Global Reach: Serving over 7,000 customers globally, including 300 of the Fortune 500 companies.
2. Network Leadership: Our global network carries 24% of the world's internet routes, with over 7,600 petabytes of internet traffic traveling across it each month.
3. Industry Recognition: Named a Leader for the tenth consecutive year in the 2023 Gartner Magic Quadrant for Network Services (Global).
4. Great Place to Work: Certified as a Great Place to Work in America, Canada, Greater China, India, UK, Hong Kong & Singapore.
5. Infrastructure: We own 710,000 km of subsea fiber (over 17 times around the equator) and 210,000 km of terrestrial fiber.
6. Voice Traffic Leadership: Carry 53 billion minutes of wholesale voice traffic annually.
7. Official F1 Connectivity Provider: Powering millions of users on Formula1.com and delivering cutting-edge connectivity for the F1 experience.

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.

Perks and benefits:

We offer a competitive salary and a comprehensive benefits package that includes:

• Family healthcare
• Annual Bonus / Uncapped Incentives
• Flexible benefits program
• Mobile allowance & Business Travel Reimbursement
• Paid time off (including annual leave, medical leave, and other forms of leave)

We are an equal opportunity employer committed to fostering a diverse, inclusive, and equitable workplace. We celebrate differences and ensure that all qualified applicants receive fair consideration for employment, regardless of race, colour, religion, gender, gender identity, national origin, disability, veteran status, or any other legally protected status. We believe that diversity drives innovation, and we are dedicated to creating a workplace where everyone feels valued, respected, and empowered to contribute their best.