Customer Success Lead Revenue Augmentation

Tata Tele Business Services; Navi Mumbai; Presencial; INR 4 000 000 - 6 000 000; Tempo integral

Resumo da oferta

Tata Tele Business Services (TTBS) seeks a Senior Manager to lead Customer Success initiatives focused on revenue augmentation across PAN India. You will drive cross-sell, up-sell, and upgrade programs while aligning with Sales, Commercial, Marketing, Solutions, and Channel Partners to maximize customer lifetime value and account expansion.

The role requires 12-15 years in Enterprise Sales or Business Development, a Graduate degree with MBA in Marketing or Engineering, and strong analytical and

Qualificações

• 12-15 years of experience in Enterprise Sales or Account Management or Business Development.
• Graduate plus MBA (Marketing) or Engineering Graduate.
• Strong analytical and presentation skills.

Responsabilidades

• Own and deliver revenue growth targets through cross-sell, up-sell, and upgrade initiatives.
• Collaborate with sales, product, marketing, and partners to drive expansion.
• Build and manage expansion pipelines with regional sales teams and channel partners.
• Provide executive dashboards and risk assessments to leadership.

Formação académica

MBA in Marketing

Engineering Graduate

Descrição da oferta de emprego

Job Description:

Position

Sr Manager

Role

Customer Success Lead – Revenue Augmentation

Location

PAN India

Reports to

Head Revenue Augmentation & Preservation

Key Relationships

External: Customers, Channel Partners, FOS

Internal: Sales, Commercial, Marketing, Solutions, Finance, Collection, Order login, Network.

Key Result Areas

A highly driven and commercially astute Senior Manager to own and accelerate revenue growth from the existing customer base through Cross-Sell, Up-Sell, and Upgrade initiatives across the regions. Responsible for influencing regional sales teams, channel partners, customer success managers, and key customer stakeholders to identify growth opportunities and convert them into revenue.

The incumbent will act as the bridge between Sales, Customer Success, Product, Marketing, and Partner Ecosystems to maximize customer lifetime value, product penetration, and account expansion while delivering predictable revenue outcomes.

Responsibilities

Revenue Growth & Business Expansion

• Own and deliver Cross-Sell, Up-Sell, and Upgrade revenue targets.
• Create and execute account expansion strategies across existing customer portfolios.
• Identify whitespace opportunities within customer accounts by understanding business needs, product adoption patterns, and market trends.
• Drive renewal-to-upgrade conversion strategies to increase customer lifetime value.

Customer Opportunity Management

• Analyze customer usage, adoption, and engagement data to identify expansion opportunities.
• Build business cases and ROI-driven proposals for customers.

Regional Team Collaboration

• Partner closely with Regional Sales Heads, Customer Success Managers, and Account Managers.
• Enable field teams with expansion playbooks, opportunity identification frameworks, and sales assets.
• Review account pipelines regularly and support closure of strategic opportunities.
• Conduct account review sessions with regional leadership.

Channel Partner Management

• Work with channel partners, distributors, and alliance partners to generate expansion business.
• Create joint business plans focused on account penetration and revenue growth.
• Conduct partner enablement programs on new products, upgrades, and solution offerings.
• Drive partner accountability against expansion revenue targets.

Forecasting & Pipeline Management

• Build and maintain a healthy expansion revenue pipeline.
• Ensure accurate forecasting of cross-sell and upgrade opportunities.
• Drive opportunity progression through structured pipeline reviews.

Product & Market Insights

• Collaborate with Product and Marketing teams to launch upgrade campaigns and expansion programs.
• Provide customer feedback and market intelligence to influence product roadmaps.
• Monitor competitor offerings and identify positioning opportunities.

Executive Reporting

• Present business reviews, pipeline health, risk assessments, and growth opportunities to leadership.
• Track key revenue expansion metrics and publish periodic performance dashboards.

Capabilities and competencies

• Understanding of B2B Segment along with good Analytical Skills
• Good Oral and Written Presentation skills
• Strong crosses functional skills to collaborate with commercial, program management, Technology and Finance.
• Innovative and flexible in strategizing GTM Approach
• Flexible for learning new products and processes.

Experience

12-15 years of Experience in Enterprise Sales or Account Management or Business Development

Qualification

Graduate + MBA (Mktg) Or Engineering Graduate

Transforming Businesses through Digitalization

Tata Tele Business Services (TTBS), belonging to the prestigious Tata Group of Companies, is the country’s leading enabler of connectivity and communication solutions for businesses. With services ranging from connectivity, collaboration, cloud, security, IoT, and marketing solutions, TTBS offers the largest portfolio of ICT services for businesses in India. With an unwavering focus on customer-centricity and innovation, TTBS continues to garner recognition from customers and peers alike.

Our People Shape Our Journey Ahead

We are India’s leading enabler of digital connectivity and technology solutions for businesses - a feat possible only because we are fueled by the dedication and passion of our people. We welcome the finest talent and believe in nurturing and mentoring them to rise into leadership roles, while standing tall on our ethics and values.