Tata Communications - Senior Manager - BFSI Strategic Alliances & Sales

Designation: Senior Manager - BFSI Strategic Alliances & Sales

Location: Mumbai - Equinox (BKC)

Reports to: General Manager - Customer Success Group

No. Of Peers: 2-3

About the Role:

This is a high-impact, individual contributor role within the Tata Communications BFSI Centre of Excellence (COE), focused on driving a new revenue stream by strategically acquiring new financial services clients and building a robust ecosystem of Independent Software Vendors (ISVs).

You will be the key driver for connecting Tata Communications' secure, compliant, and scalable infrastructure with innovative BFSI technology solutions. Your success will be measured by your ability to close new client logos, onboard strategic ISV partners, accelerate pipeline growth, and drive ecosystem-led deals, with a significant target revenue contribution.

You will be accountable for (Key Responsibilities)

Strategic Client Acquisition & Revenue Generation (Direct & Ecosystem-led):

- New Logo Acquisition: Identify, target, and acquire high-potential clients across the BFSI spectrum, including large/mid-size Private Banks, NBFCs, SFBs, Co-op Banks, Insurance, and Capital Markets.

- C-Level Engagement: Lead and drive consultative discussions with CXO-level stakeholders focusing on infrastructure modernization, regulatory compliance (RBI, IRDAI, SEBI), digital resilience, and digital transformation.

- Deal Acceleration: Collaborate with internal sales teams to embed ecosystem-led solutions into account strategies, accelerate deal closure, and contribute to achieving a significant new revenue stream (target US$ 6M in the first year).

ISV Partnership & Joint Proposition Development:

- ISV Scouting & Onboarding: Proactively identify and engage best-in-class ISVs (FinTech, RegTech, RiskTech, InsurTech, etc.) whose applications (e.g., core banking, fraud analytics, digital lending) are critical for large BFSI clients.

- Due Diligence: Conduct thorough evaluation of ISV capabilities, compliance posture, integration feasibility, and market relevance.

- Joint GTM Strategy: Partner with internal product, cloud, and compliance teams to co-create and define joint offerings that combine Tata Communications' secure infrastructure with ISV applications and the necessary regulatory stack.

- Sales Enablement: Develop solution briefs, GTM playbooks, and client showcases to enable the direct sales force to effectively sell these joint propositions.

Partnership Governance & Performance:

- Process Management: Own the end-to-end ISV onboarding process, including contracting, SLA alignment, and solution mapping.

- Performance Tracking: Maintain rigorous governance, ensuring all ISV engagements and pipeline opportunities are accurately tracked in SFDC.

- KPI Reporting: Monitor and report on key performance indicators (KPIs) such as accounts acquired, ISVs onboarded, pipeline influenced, deal velocity, and GTM campaign effectiveness.

Behaviours to display

- Strategic Thinking: Ability to align technology strategies with business objectives and future trends.

- Collaboration & Influence: Strong stakeholder management and ability to work cross- functionally.

- Agility & Adaptability: Ability to navigate change, embrace new challenges, and pivot strategies as needed.

- Results-Driven Approach: Focused on achieving business outcomes, efficiency, and scalability.

- People Leadership: Inspiring and developing high-performing teams through mentorship and empowerment.

- Customer-Centricity: Understanding customer needs and leveraging technology to enhance user experiences.

- Execution Excellence: Strong project management, execution skills, and ability to deliver within deadlines.

Key Qualification & Experience:

- Experience: 6-10 years of proven success in BFSI sales, strategic business development, or technology partnership /alliances roles.

- Domain Expertise: Demonstrated track record in acquiring BFSI clients and managing complex deals in a regulated, compliance-driven environment.

- Ecosystem Knowledge: Strong exposure to the BFSI SaaS/ISV/FinTech ecosystem and an understanding of their infrastructure, cloud adoption, and risk/compliance needs.

- Mandatory Skills: Exceptional client engagement, consultative selling, and partnership- building skills. Deep understanding of BFSI transformation priorities (e.g., digital lending, data sovereignty, resilience).

- Soft Skills: Proven ability to balance strategic planning with execution and successfully influence cross-functional teams.

Why Join Us

- Opportunity to be a part of a high-impact, high-growth global tech function in a rapidly evolving BFSI industry.

- Drive innovation and transformation for some of the world's leading BFSI companies.

- Collaborate with a dynamic, ambitious, and customer-focused leadership team.