Deputy General Manager - Business Development

Deputy General Manager - Business Development

Tata Communications Limited
12-15 years
Not Specified

Job Description


Job Family Descriptor
Broad outline of the Role
  • Strong leader with a good understanding of working across alliance partner organizations
  • Ability to build and leverage external executive relationships as well as internal Execs, VPs and other key partners
  • 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 engage, excite, influence and coordinate both OEM alliance partner and Tata Communications
  • 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

Purpose - Broad objective of the role
Operating Network - Key External
Operating Network - Key Internal
Size and Scope of Role - Financial
Size and Scope of Role - No. of direct reports
Size and Scope of Role - Total team
Size and Scope of Role - Other parameters
Minimum qualification & experience
  • Engineering degree (must) with an MBA would be good to have
  • Total years of experience - 12 to 15 years
  • Extensive Sales, Alliance & Channel experience
  • 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

Other knowledge/skills
Key Responsibilities
  • Scope- Development of overall partnership with the OEMs like Microsoft, SAP, AWS, Cisco, Google,, aligning to Tata Communications product and market strategy to drive new partner focused revenue. Plans will include joint vision, goals, and value propositions in addition to go to market and sales strategies.
  • C- Level and leadership relationship development throughout different business units and execs (Product, Sales, Marketing, Channels, etc) while maintaining engagement and relationships with key stakeholders.
  • Deep understanding of partner business strategies, goals, customers and workforce to define direction for the alliance in the assigned region.
  • Drive demand generation activities including mappings, workshops, EBC's etc while working with Marketing, Sales, Solutions and Product to develop Go-to-Market motions required for success
  • Manage and own pipeline of the alliance partner OEM 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.

Technical Competencies
Knowledge / Skills
Communication Skills

Job Details

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Function:

IT

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