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Deputy General Manager - Sales

3.00 to 5.00 Years   Bangalore   14 Apr, 2022
Tata Communications Ltd
Job LocationBangalore
EducationNot Mentioned
SalaryNot Disclosed
IndustryTelecom / ISP
Functional AreaOperations Management / Process Analysis
EmploymentTypeFull-time

Job Description

    Key ResponsibilitiesPlanning Carve out the short to mid-term plan for the region from the 3-5 year global strategy & plan prepared by the Partner Strategy team; Finalize budgets for the segment; Study the network of existing Partners & map it against future requirements to meet the segment target; Prepare business case for new Partner acquisition & footprint expansion Partner selection Identify target customers; Define rules of engagement for companies with both direct/sell to as well as sell with/through revenue, from the TML (Direct, Top X, New logos) & in the SP segment; Provide inputs to the Partner strategy team towards partner evaluation & selection criteria considering the regional/local nuances; Participate in the partner evaluation process for the region & ensure all the parameters defined in the Partner Evaluation Tool (comprising of levels of commitment, strategic & cultural fit, stability & external strength, legal/regulatory assessment) are checked adequately; Partner onboarding & readiness Develop right partner value proposition (PVP), both financial & non-financial e.g. training, discounts, marketing support to promote products etc; Conduct partner interlocks to align on objectives & understand synergies & joint planning sessions to ensure clarity on opportunity & end state; Collaborate with partners by holding joint workshops with targeted customers to apprise them of the value proposition; Design Partner performance metrics & obtain agreement; Prepare account mgmt plans in collaboration with Partner Strategy team; Provide dedicated Partner support teams & oversee smooth integration of technology & faster GTMs; Facilitate all MDF & other resource commitments to the Partner Sales monitoring & execution Regularly review & monitor the PVP & GTM programs to ensure revenue realization via the Partner channel; Conduct regular performance discussions with the Partners; Lead joint meetings with Sr. Mgmt of potential clients to understand end customer business, identify opportunities & potential solutions areas; Lead & execute planned GTM activities; Execute & deliver new joint market plan for any new co-branded opportunities or joint value prop working along with partner marketing team; Drive early pipeline development & assistance along with marketing team till first deal (lifecycle within ecosystem except customer engagement); Create clear handover process to transition account to respective segment post signing of first deal Business solutions Provide feedback & clarify expectations of support required from solution engineering team with respect to development of technical solutions, sales support, contract scoping & preparation, back office provisioning, ongoing transactional support for the business unit; Guide team to provide inputs on customer requirement & technical solution needed Process Improvement Analyze current & anticipated gaps in sales process by taking into cognizance market trends, changing business & consumer dynamics; Identify areas for automation & process improvement; Set up projects for the same & guide teams towards implementation by approving a project plan & establishing a regular review mechanism; Team Development Regularly review team structure and assess talent requirements; participate in the recruitment and selection process; conduct goal setting and performance review for the team; drive team development, engagement and reward initiatives; coach and mentor team members as required and ensure resolution of any people issues.,

Keyskills :
managementbusiness developmentsalesbudgeting

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