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Sr. Manager - Alliances

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Date: 10-May-2021

Location: Matawan, United States

Company: Tata Communications

Position Overview: Senior Manager – Sales - Alliances


Tata Communications Global SI Partners organization is tasked with implementing a consistent engagement methodology with our key SI partners in the Americas region. The Alliance Manager candidates will need to posses a consistent successful track record of managing Tier 1 SI partners in a Sell thru and Sell with scenario. This position requires the Alliance Manager to generate significant (qualified) deal flow from SI Partners. It requires the Alliance Manager to work with geographically dispersed SI partner teams in Americas region, collaborating with the wider Global team, as well as, working with Tata Communications corporate personnel and support resources.

Essential Duties, Tasks, and Responsibilities

1.   Alliance Manager - SI Partners will focus on building and developing the business relationship with SI Partners.

·      Serve as the primary interface with SI Partners relative to managing the overall relationship, including but not limited to: generating new opportunities, closing new business w/partners, problem resolution and adherence to program terms and conditions.
·      Identify and coordinate the resources that will be required to complete the sales process.
·      Provide monthly reporting of funnel, pipeline, forecast
·      Achieve assigned quarterly sales quota.
·      Complex selling and account planning.
·      Employ solution-selling techniques to identify business needs and developing customized solutions to solve client business problems.
·      Conduct effective client presentations.
·      Establish executive relationships across functional areas at the highest levels.
·      Generate new sales at a level that meets or exceeds established quota across product lines.

2.   Alliance Manager- SI Partners will maintain a funnel of strategic business prospects, and position critical resources on business opportunities with responsibility for managing the assigned quota and closing business.

·      Effective management of customer expectations regarding service features, delivery and implementation.
·      Optimizing profitability through financial analysis and prudent business practices.
·      Business contract review and quality control to ensure integrity of the order and improve book-to-billing ratio.
·      Positioning of key resources on strategic business opportunities.
·      Provide oversight and appropriate level of intervention with service delivery to promote customer satisfaction.
·      Implement sales practices that increase customer retention and minimal customer churn

3.   Work on strategizing and evangelizing Tata Communications portfolio of services with SI partners, implement a sell to and sell thru model

4.   Develop sales plans and GTM strategy with SI partners to leverage mutual and complimentary strengths to develop and coordinate local sales/marketing activities


5.   Read and understand technical and non-technical documents as relate to the sales of and contracts for TATA Communications services. 


6.   High level positioning and identification of strategic business applications utilizing the portfolio of TATA Communications services and offers.


7.   Manage status reporting and analytical procedures to provide management with a comprehensive perspective on the effectiveness of Global Account development.


8.   Ensure efficient and timely communication with prospects, customers and partners relative to promotions, new products and services, and other marketing and sales activities.


9.   Ensure efficient and timely communication with TATA Communications staff through participation in Corporate and regional conference calls, meetings, and other means.

Other Duties, Tasks, and Responsibilities
·      Perform other job-related duties as assigned. Work overtime when required. Travel when required.

·      Coordinate with other TATA Communications departments to ensure effective deployment of TATA Communications objectives and initiatives as they relate to indirect distribution channels.

•    Bachelor’s degree in Business or Marketing
•    10+ years of overall sales experience out of which at least three years sales experience managing Tier 1 System Integrators and an understanding of their structure and go to market strategies.
•    Experience selling Unified Communications, SDWAN, Managed Hosting, Virtualization, Cloud and Network Services
•    The ideal candidate will come from a systems/infrastructure management background or something related.
•    Key attributes associated with this role include being incredibly professional, dynamic and motivated.
•    The successful candidate will be an exceptional relationship builder.
•    Strong presentation skills.
•    International Sales Experience is a plus
•    Excellent written, verbal, and presentation skills; willingness to travel; Problem solving ability; “Can do” attitude; understanding of entrepreneurial organizations; ability to manage multiple priorities.

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