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Director - Access Management

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Date: 06-Nov-2020

Location: Herndon, United States

Company: Tata Communications

This candidate will Head Access Strategy and Partnerships, relationship along with operational aspects of Access life cycle for both Access and Backbone requirements. In addition, he/she would be responsible for developing and managing America’s Access Service offering including mapping competitive landscape, improving internal cost structures, charting product roadmaps, sales enablement, keeping abreast with the new access technologies and its selection process etc.  Lead and inculcate automation, process improvements, tools & system enhancement to ensure continuous improvement of productivity along and Turnaround Time (TATs). Specific Business Case Preparation and Tracking for coverage and capacity for access network and new feature additions.

This role’s objective is to ensure timely and quality response to support Sales, Sales Support and Service delivery team for order book and revenue realization.  Drive scalability in Partner’s eco-system to meet Tata Communications expectations end to end from coverage to delivery to assurance.  Ensure partner solutions adherence to the Product & Engineering guidelines for providing best optimized solutions as per the defined TAT.

Manage AOP, OPEX for off-net Access and Backbone networks. Drive Internal projects for cost savings and enhanced customer experience.

The candidate is expected to have Strong Business and Customer Orientation, Strategic thinking and Creative Problem-Solving abilities, Assertive and Persuasive Communication Skills along with strong negotiation skills and should have capability to develop and lead diverse teams.

Key Responsibilities

  • Develop America Access Strategy to strengthen organizations leadership position in Network Services Product Category.
  • Identify and techno-commercially evaluate various technologies for providing last mile solutions.
  • Drive development and rollout plans for effective GTM, Sales Processes & Initiatives to support leadership in Network Services Product category
  • Devise Access partnership Strategy and Initiate roadmap and facilitate timely onboarding of supplier into TCL ecosystem. Ensure regulatory compliance.
  • Support large deals as per the Bid requirements through Coordination with various cross functional teams for deriving best/optimized techno commercial solutions and maximize success ratio
  • Achieve monthly gross numbers and revenue targets (on Access delivery Offnet) impacting entire project revenue which requires offnet support as per the defined TAT targets.  Timely delivery for backbone requirements as per the TAT agreed. 
  • Differentiated Services for selected Top customers (Build business model / strategy for differentiated services from Feasibility to Delivery to Assurance.
  • Inventory reconciliation. Track and report supplier SLA adherence.  Drive Partner systems to support and meet Tata Communication’s assurance expectations.
  • Engage & drive along with Access Engineering and other operation functions for improvising Access related processes & systems.
  • Drive automation projects as per Organizational and functional imperatives / targets.
  • Onboard new Solutions & features in coordination with Engineering, Product teams & ensure right feasibility process are being followed for the same.
  • Continuously Track and analyze Product KPI, Market Dynamics, Competition and fine-tune strategy accordingly.
  • Work with key stakeholders across the organization to identify areas of improvement in ‘Quote to cash’ cycle and initiate process improvements, tool/system developments
  • Carry out AOP management from planning, Execution and tracking


  • Engineering qualification with MBA with Sales, Operations or Partnership management background in Telecom domain (America region) with 15-20 years of experience.
  • Ability to drive cross functional teams to meet the end results and organizational/functional imperatives.
  • Bring structured and focused management attention to customer's problems and to be proactive in raising escalations to the next level within the supplier’s organizations & other stakeholders escalation requests.
  • Improve manpower efficiency and productivity. Carry out periodic Regularly reviews and assess talent requirements.  Periodic Coaching and mentoring to team members. Encourage Training and certification for future ready.
  • Create an environment oriented to trust, open communication, creative thinking and cohesive team effort. Strive for team consensus and win-win agreements. Recognize team members accomplishments and exceptional performance.
  • Drive action plans for improvement and vendor profile management strategy.
  • Track Cost, revenue, Price, Margin, P&L, ROI. Ability to handle issues related to Supplier and vendor payments, support audit analysis requests. Accurate cost recording and reporting.  Analyze cost leakages and drive projects and activities to control
  • Leadership abilities to develop and drive cross functional teams
  • Inclination to understand technology evolution and regulatory framework
  • Knowledge and understanding of competitive scenario in the market

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