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General Manager - Sales - 15070

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Date: 28-Sep-2022

Location: Mumbai, India

Company: Tata Communications

Job Family Descriptor

Broad outline of the Role

Purpose - Broad objective of the role

Identify and prioritize potential partners; Participate in selection, onboarding and training new partners; Drive achievement of sales targets through partners; Establish engagement and relationship model; Plan & ensure availability of financial, technical and human resources for the team

with the objective of
- ensuring revenue increase and profitability of Partner Led business within Region
- improving market positioning
- driving relationships and positioning of company's capabilities within the segment
- developing right partner value proposition
- maximizing operational efficiency around processes within segment sales and strategy

within the limits of
- Overall Partner Led business strategy
- Europe business strategy

Operating Network - Key External

Customers, Partners (Referral, Solutions), Cloud Service Providers, Services Providers (Type 1 - GAM / Global Reach; Type 2 - Enterprise enablement; Type 3 - Emerging); Conference Service Providers; Forums

Operating Network - Key Internal

BU team members, CSO (Service Delivery, Service Management), Global counterparts, EMEA leadership, Legal and Finance team members

Size and Scope of Role - Financial

Gross ACV:  4,000,000 USD (approx.), Gross Revenue; 1,188,082 USD (approx.)

Size and Scope of Role - No. of direct reports

5 to 7

Size and Scope of Role - Total team size

5 to 7

Size and Scope of Role - Other size parameters

UK region

Minimum qualification & experience

10 years in senior sales leadership; track record of business growth; strategic account management and C-suite engagement

Other knowledge/skills

A high degree of consultative solution selling training
Must be able to understand, in detail, Telecommunications Infrastructures, hosted and cloud based services; Must have an aptitude for commercial model and be able to drive a deal to conclusion;
Must be able to manage relationships at all levels within external and internal organizations; Must be versatile and able to adapt to changing business and sales environments

Key Responsibilities

Carve out the short to mid-term plan for the region from the 3-5 year global strategy & plan prepared by the Partner Strategy team; Finalize budgets for the segment; Study the network of existing Partners & map it against future requirements to meet the segment target; Prepare business case for new Partner acquisition & footprint expansion    
Partner selection    
Identify target customers; Define rules of engagement for companies with both direct/sell to as well as sell with/through revenue, from the TML (Direct, Top X, New logos) & in the SP segment; Provide inputs to the Partner strategy team towards partner evaluation & selection criteria considering the regional/local nuances; Participate in the partner evaluation process for the region & ensure all the parameters defined in the Partner Evaluation Tool (comprising of levels of commitment, strategic & cultural fit, stability & external strength, legal/regulatory assessment) are checked adequately;    
Partner onboarding & readiness    
Develop right partner value proposition (PVP), both financial & non-financial e.g. training, discounts, marketing support to promote products etc; Conduct partner interlocks to align on objectives & understand synergies & joint planning sessions to ensure clarity on opportunity & end state; Collaborate with partners by holding joint workshops with targeted customers to apprise them of the value proposition; Design Partner performance metrics & obtain agreement; Prepare account mgmt plans in collaboration with Partner Strategy team; Provide dedicated Partner support teams & oversee smooth integration of technology & faster GTMs; Facilitate all MDF & other resource commitments to the Partner    
Sales monitoring & execution    
Regularly review & monitor the PVP & GTM programs to ensure revenue realization via the Partner channel; Conduct regular performance discussions with the Partners; Lead joint meetings with Sr. Mgmt of potential clients to understand end customer business, identify opportunities & potential solutions areas; Lead & execute planned GTM activities; Execute & deliver new joint market plan for any new co-branded opportunities or joint value prop working along with partner marketing team; Drive early pipeline development & assistance along with marketing team till first deal (lifecycle within ecosystem except customer engagement); Create clear handover process to transition account to respective segment post signing of first deal    
Business solutions    
Provide feedback & clarify expectations of support required from solution engineering team with respect to development of technical solutions, sales support, contract scoping & preparation, back office provisioning, ongoing transactional support for the business unit; Guide team to provide inputs on customer requirement & technical solution needed    
Process Improvement    
Analyze current & anticipated gaps in sales process by taking into cognizance market trends, changing business & consumer dynamics; Identify areas for automation & process improvement; Set up projects for the same & guide teams towards implementation by approving a project plan & establishing a regular review mechanism;    
Team Development    
Regularly review team structure and assess talent requirements; participate in the recruitment and selection process; conduct goal setting and performance review for the team; drive team development, engagement and reward initiatives; coach and mentor team members as required and ensure resolution of any people issues.

Technical Competencies

Knowledge / Skills

Communication Skills

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