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Sr. Manager, Partnerships - SI Channels

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Date: 08-Aug-2022

Location: London, United Kingdom

Company: Tata Communications

Purpose - Broad objective of the role

Drive engagement in the UK and Ireland accounts for System Integrator (SI) Partnership services.  Enhance TCL relevance to enterprise customers in collaboration with UK&I sales teams. To have a deep understanding of the enterprise telecommunications market in support of a SI channel, to identify & develop opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience.

Key Responsibilities

Support the development of a campaigns for the Tata Communication sales into SIs
Aim to increase the TCL’s wallet share and position TCL as a strategic provider of SI partners
Identifying opportunities for large engagements and develop pursuit strategies
Deliver Revenue Targets and Pipeline Growth
Solution Selling Approach by putting across Tata Communications Point of View in the minds of customer in line with TCL processes and best practice
Ability to work on large complex deals and make connects with CXO levels in customer organisations
Lead customer negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are  aligned in delivering winning propositions
Proactively identify the problem area internally with product & solutions team, setting up periodic calls between, sales, legal, commercial, solution & product to propose the desired solution to customers, prioritize on key opportunities to gain faster closures.
Monitor lead and opportunity progress on CRM system Salesforce.com. Creating account development plans driving large deal closure with teams participating across support functions  Using C level mapping for faster closures.
Drive pipeline development and work with TCS channel teams to enhance routes to market
Develop existing customer base through appropriate propositions and ethical sales methods and drive improvement in NPS (Net Promoter Scores)
Track and report market and competitor activities and provide relevant updates / reports
Constant upgrade of skills by acquiring all Role based curriculum recommended Trainings & Certifications.

Behaviours you display

  • Must be able to collaborate across stakeholders – Internally (Product, Marketing; Networks Team, CSO - Service Management, Billing & Collections , Solutions Team, etc) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc)
  • Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc 
  • Excellent command on networks transformation footprints & great product knowledge would be an additional advantage.
  • Highlight DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility

You have experience in

12+ years of enterprise sales and account management experience. This include min of 4 years of experience working in/with SIs in telecommunications / CSP services.
Should have worked with Cloud, IT/SI/Telecom organizations in account management role.
Must have experience in working with global enterprise environment
Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations)
Any Technical Sales Certification in Cloud , Hosting , Security , SDWAN, UCC & Managed Services would be preferred . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management; Certification in Program Management would be an added advantage.
Certified in Account Management;   Certified in relationship management or large deals management would be an added advantage.


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