SM/DGM - Govt Alliance Management - Conglomerate

About Us (India's largest conglomerate)

We are a digital ecosystem enabler, we enable the digital transformation of enterprises globally. With a solution orientated approach and proven managed service capabilities and cutting-edge platforms, drives the next level of intelligence powered by cloud, mobility, IoT, collaboration, security, and network services.

- Present in more than 200 countries and territories around the world

- Serves over 7,000 customers globally that represent over 300 of the Fortune 500

- Connects 4 out of 5 mobile subscribers worldwide

- Connects businesses to 60% of the world's cloud giants

- Operates the largest wholly owned and most advanced subsea fibre network which underpins the internet backbone, where its network carries around 30% of the world's internet routes

- Its Internet of Things network in India will be the world's largest network of its kind, spanning nearly 2,000 communities and touching over 400 million people

- Listed on both the Bombay Stock Exchange and the National Stock Exchange of India with a market capitalisation of USD 2.72 bn

Brief Description on the role

- 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.

What do you need to have:

- 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

Basic Requisites:

- Engineering degree (must) with an MBA would be good to have

- 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

- Engineering degree (must) with an MBA would be good to have

- 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