This role is responsible for establishing and maintaining Tata Communications global reputation with industry analysts and advisors/consultants across every region, as well as globally.

- Minimum of 14 years- experience devising strategy and also managing global analyst relations programmes.

- Annual Planning for Marketing & Corporate Communications function

- AR programmes

Candidates from telecom companies will be ideal. However, IT is also eligible.

Job Description :

Designation : GM, Analyst Relations

PURPOSE :

Broad objective of the role :

- This role is responsible for establishing and maintaining Tata Communications' global reputation with industry analysts and advisors/consultants across every region, as well as globally.

- The incumbent needs to create and curate a credible and highly differentiated narrative for our business, grounded in our ambitious transformation from established telco to global digital infrastructure provider of choice for enterprises and service providers everywhere.

- As such, it is a highly business critical role, which designs, leads and executes the global AR strategy and program.

- The role needs not only to articulate, demonstrate and educate external influencers, it also needs to devise meaningful insights and provide external assessment and commentary back into the business. In doing so, it needs to engage with the senior leadership team in the business.

- It also needs to lead our drive to enter, be placed and win myriad high-profile industry awards and analyst evaluations.

- Analyst advocacy has become a significant driver of customer success through adoption of our new (growth) services and end-user purchase decisions. This in turn will raise our NPS score and achieve the EBITDA and ROCE targets so central to our corporate mission.

- The analyst/consultant assessments, awards, endorsements, commentary and recognition enable decision-makers across our customer and prospects' base to help evaluate markets, technology and service providers in those markets to support their investment decisions.

- It is critical for Tata Communications to be positively represented in these analyst/consultant reports and assessments so this role needs not only to identify the right influencers among the global analyst/consultant community and develop tailored engagement strategies, but also it needs to build all the top-tier relationships.

- It also needs to oversee the preparation of comprehensive strategic submissions, and personally create the space and the opportunities for relevant discussions and assessments for the company.

- Hence, this requires strong partnership across the business in order to facilitate the optimum business outcome across Sales, Product and Marketing global functions and teams.

OPERATING NETWORK :

Key External :

Global Analyst & consultant firms: Industry analysts and consultants, including ABI Research, Analysys Mason, ACG Research, Enterprise Strategy Group, Everest Group, Forrester Research, Frost & Sullivan, Gartner, GlobalData, Heavy Reading, IDATE, IDC, ISG, IHS Market, MachNation, Ovum, PA Consulting, Strategy Analytics, 451 Research, Telegeography and Vertical Systems, among others.

Senior decision makers across the tech and IT industry globally - CXO suite.

Key Internal Interactions :

Tata Communications Board of Directors, CEO, Chief Sales & Marketing Officer, CFO, Chief Product Officer, Chief Strategy Officer, Chief Digital Officer, rest of GMC and Leadership Forum / business leaders globally.

Global Sales Group, NetFoundry, Product (Global Network Services, Mobility, IoT, Collaboration, Cloud & Data Center, Security, CDN, Voice), Marketing, Corporate Communications, Innovation, Corporate Strategy, CSO, TCTS

SIZE AND SCOPE OF ROLE :

Financial :

AR results directly impact Tata Communications' market receptivity and customer traction and the company has set an ambitious target of 25% EBIDTA and 15% ROCE by FY21. Direct spends of $600k. It is worth noting that spend is not proportional to value due to the majority of influence and leverage being based on relationships/education and this specific community being highly sensitive to perceived paid influence in order to preserve their impartiality, in line with global compliance guidelines.

No. of direct reports :

The role leads through influence across broader Corporate Communications, Product Marketing, Segment Marketing, Product Management and Sales teams. Direct team of three people. Indirect sphere of influence: around 50 people (including company analyst spokespeople).

Total Team Size :

Direct team of three people. Indirect sphere of influence: 50 people (including company analyst spokespeople). AR is a unique role in that it partners and collaborates actively with the executive, leaders and the rest of the organization to deliver results. It is never a single team effort - but core active network is around 50 people.

Other size parameters :

Leadership Forum is key test-bed for AR strategy, programs and pool for company spokespeople: about 230 people globally.

ROLE HOLDER REQUIREMENTS :

Minimum qualification & experience :

- Must have experience in the field as Telco Industry Analyst. More generally, we need a minimum of 15 years- experience devising strategy and also managing global analyst relations programmes.

- Existing relationships with the very top-tier industry analysts and analyst firms is also a prerequisite, as is a strong and tested understanding of analyst and strategic research.

- Extensive experience in the global technology industry, including familiarity with WEF's fourth industrial revolution that is Digital Transformation (DX) is also required. We need a strong strategic thinker with exemplary influencing skills, in order to provide senior executives and leaders with right counsel for maximum commercial and reputational value.

- Accordingly, sound business and financial acumen is also required. In terms of traits, we need a tested self-starter, someone who has the clear ability to lead this strategic agenda through others, who is well able to work independently, to manage others and who enjoys working as a specialist among more generalist teams.

- This requires a proven ability to create high quality work, with good judgment in a fast-paced and largely unstructured environment Bachelor's degree in relevant field is required, with MBA or advanced degree as a plus. Concentration in marketing, product management, communications or equivalent experience is a must.

Other knowledge/skills :

- Positive, high-energy, the ability to energise others, integrity, passion, leadership

- A self-starter with proven project and business management skills

- Excellent communications and collaboration skills

KEY RESPONSIBILITIES :

AREAS OF RESPONSIBILITY (Key Activities) :

1. Annual Planning for Marketing & Corporate Communications function

- Lead the business' global analyst relations strategy development and strategic plan - to help deliver customer and financial success in the context of Destination 21 performance ambition.

- Lead and orchestrate the cross-business execution of global AR plan, with especial focus on global sales, marketing, product, service delivery and technology functions.

PERFORMANCE METRICS :

- Analyst advocacy for the organisation on the whole as well as for product categories

- Analyst assessments/ awards, analyst interactions, analyst report mentions, analyst insights for every product development/ segment launch, Global Analyst Summit, external comms/ thought leadership content to include analyst quote/insight

2. Fiscal Efficiency and Marketing & Corporate Communications Programme Budget Management :

- Own and drive all global analyst spend and provide counsel to GMC and business leaders on key analyst influence. To inform and educate the business on the scope of engagement and facilitate external AR resources available to them, in order to optimise the company's investment in global analyst and research houses.

- Best in class candidate would also create and lead the digital AR programme which seeks to expand the reach of Tata Communications' initiatives and content to a wider community of influencers, decision makers, thought leaders, advisors and consultants.

PERFORMANCE METRICS :

- Demonstrably move the needle on strategic customer success programs

- Effectiveness of digital AR programme (may include total reach, impressions)

3. Process improvement, Compliance and Audit :

- Maintain the Tata Code of Conduct and DRIVE in all interactions with industry analysts/consultants.

- Plan and develop Analyst Relations portal to enable automation and strengthen collaboration efforts

- Lead AR inputs to internal audit and external TBEM assessments for the whole company.

PERFORMANCE METRICS :

- Automation

- AR programme innovation

4. Dashboard Reporting - Analytics and Return on Marketing Investment

- Develop and manage KRAs for the AR programme and cross-functional KRAs - sharing consistent updates to leadership and internal teams

- Promote AR results and report outcomes on internal platforms such as Yammer, Leadership Live, and Leadership Forums to inform and educate internal stakeholders of AR value

PERFORMANCE METRICS :

- AR programme effectiveness and innovation

- Internal advocacy

5. Agency Management :

- Advance the development, simplification and innovation of the AR programme while defining scalable, repeatable best practices for the organisation

- At the same time manage global AR agencies and also AR teams within global marketing and communications agencies, directing all efforts in support of the overarching Tata Communications business goals. Exemplary agency management is a key expectation of this role.

PERFORMANCE METRICS :

- AR programme effectiveness and innovation

- Tata Communication Analyst Relations audit. Board and GMC feedback - quarterly.

6. Global Data Management :

- Generate, interpret and share industry analyst insight organisation-wide. To manage industry and business data in support of global product performance and growth strategies. Needs to understand, analyse, synthesise and communicate various data and analytics which support and strengthen the corporate narrative.

PERFORMANCE METRICS :

- Meaningful data & insights directly impact and influence commercial and reputational decision-making at both Board and Executive levels.

7. Team Development :

- Inspire and build a team of regional AR managers (promoting diversity across cultures), with demonstrated ability to execute regional AR programmes, and with complementary skills for optimum team results (promoting diversity to gain productivity).

Lead, inspire and motivate the team to deliver business outcomes and innovation. Lead and motivate cross-functional colleagues to deliver AR agenda on behalf of the business. Develop key business leaders and subject matter experts to be equipped and able to represent the company and become advocates for our business and portfolio industry-wide.

PERFORMANCE METRICS :

- Team effectiveness in terms of meeting functional KRAs (analyst awards, competitive ratings, analyst mentions, etc)

- Company-wide ESAT metrics (which in turn influence EBITDA and NPS scores in particular)

- Training hours - L&D. Global leadership forum's corporate advocacy

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