Manager - India Prime

1 week ago

Delhi, Delhi, India Tata Communications Full time ₹ 12,00,000 - ₹ 36,00,000 per year

About The Company
Tata Communications Redefines Connectivity with Innovation and IntelligenceDriving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we at Tata Communications are envisaging a New World of Communications

  • Job Description – Partner Engagement Manager (PSAM)

Role Overview
The Partner Sales Account Manager (PSAM) is responsible for building, nurturing, and managing strategic relationships with key channel partners, technology alliances, and service providers. The role focuses on driving joint business growth, enabling partners on solutions, and ensuring seamless collaboration to achieve revenue, market share, and customer satisfaction goals.

Key Responsibilities

  • Partner Relationship Management

  • Act as the primary point of contact for assigned partners, ensuring high engagement and satisfaction.

  • Develop strategic account plans with partners to align on go-to-market (GTM) strategies and joint business objectives.

  • Conduct regular business reviews to track performance, pipeline health, New Business and future opportunities

  • Revenue & Growth

  • Drive revenue growth through effective partner enablement, demand generation, and co-selling initiatives.

  • Achieve quarterly and annual Gross OB & revenue targets through partner-led sales.

  • Expand partner contribution across new solution areas (cloud, security, UCaaS, data center, networking).

  • Enablement & Training

  • Educate and enable partners on product portfolio, solutions, and value propositions.

  • Organize training sessions, certifications, and partner onboarding programs.

  • Collaboration & Execution

  • Work closely with marketing, product, and solution engineering teams to deliver joint outcomes for Revenue Growth and new business.

  • Facilitate seamless execution of partner-led opportunities across sales cycle.

  • Ensure compliance with organizational processes, policies, and partner governance models.

  • Market & Competitive Intelligence

  • Track market trends, competitor activities, and partner ecosystem dynamics.

  • Provide feedback to leadership and product teams to shape offerings and GTM strategies.

Key Skills & Competencies

  • Strong relationship management and stakeholder engagement skills.
  • Business development and sales acumen with ability to achieve revenue & New business goals.
  • Knowledge of cloud, networking, UCaaS/CPaaS, and security solutions.
  • Strong communication, presentation, and negotiation skills.
  • Ability to work in a matrix organization across multiple stakeholders.
  • Analytical and problem-solving skills to identify gaps and growth opportunities.

Qualifications

  • Bachelor's degree in Business, Technology, or related field (MBA preferred).
  • 8–15 years of experience in partner management, channel sales, or alliances (telecom/IT/cloud industry preferred).
  • Proven track record of delivering partner-driven revenue growth.

KPIs / Success Measures

  • Partner-sourced & influenced revenue.
  • New partner acquisitions and activation.
  • Partner satisfaction scores (NPS/CSAT).
  • Training & certification milestones achieved.
  • Pipeline growth and closure rates from partner ecosystem.

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