Deputy General Manager - Sales

Key responsibilities include: Develop and lead strategic partnership with leading SIs like IBM, LTIM, Infosys and others. Manage alliance with big four firms. Also identify key tier two SIs that are potentially aligned to Tata Communications portfolio offerings. Create joint GTM programs with SIs in identified segments. Develop executive level connects with at the SIs to ensure strategic alignment and maintain relationship with key stakeholders Work with SIs on large RFPs that involve Apps and Infrastructure bids particularly in the government and PSU space. Drive demand generation activities including mappings, workshops, while working with Marketing, Sales, Solutions and Product to develop Go-to-Market motions required for success Manage and own sell with /through pipeline of the SI alliance partners throughout entire sales process and be the main point of contact for any escalations and operational assistance as well as overall related partner support situations. Understand overall strategy, GTM, structure, landscape etc. while evangelizing our joint value with sales and leadership on both sides to grow and elevate partnership.

What do you need to have: Deep understanding of the SI ecosystem Ability to engage, excite, influence and coordinate SI partnership with the firm. Ability to build and leverage external executive relationships as well as internal Execs, VPs and other key partners Understanding of the large RFP bid process particularly in government and public sector space Understanding of how to navigate and lead in a matrixed environment Experience of structured planning and financial management Ability to identify and communicate joint value proposition in terms of aligning the benefits of both the alliance partner and customers business outcomes Ability to effectively manage problem resolution - balancing both strategic and immediate needs Strong understanding and proficiency in working with a large organisation s internal processes and tools as well as working level understanding of product, licensing and partner programs

Basic Requisites: Engineering degree ( preferred) with an MBA would be good to have

Total years of experience – 10 to 15 years

Extensive experience of working with SIs in Sales or Alliance functions Successful track record in building strategic relationships across multiple environments Extensive account / partner management experience, preferably with some experience leading large and/or strategic growth plans.