Sr. Manager - India Prime

Tata Communications; Ernakulam; On-site; INR 5,200,000 - 7,800,000; Full time

Job summary

Tata Communications is seeking a Senior Partner Sales Account Manager (PSAM) – Prime Segment to lead strategic territory development and top-tier enterprise partnerships. This role requires 10–12 years of enterprise sales and deep partner ecosystem experience, orchestrating cross‑functional teams for high‑value opportunities.

You will own revenue and pipeline targets within the Prime portfolio, drive co‑selling with partners, and shape executive engagement with C‑level sponsors to accelerate

Qualifications

• 10–12+ years in B2B enterprise sales, channel accounts, or strategic alliances.
• Consistent history of managing enterprise‑level client and partner accounts.
• Experience launching net‑new territories and building high‑yield partner ecosystems.

Responsibilities

• Strategic Territory Development and New Customer Acquisition.
• Lead end-to-end sales pursuits for high-value opportunities and multi-stakeholder deals.
• Own revenue and pipeline for the Prime Segment portfolio.
• Architect and align Joint Business Plans with Prime partners.
• Drive partner enablement, co-selling frameworks, and escalations.

Skills

Enterprise sales

Channel management

Executive presence

Financial acumen

CRM proficiency

Tools

Salesforce

PRM tools

Sales engagement tools

Job description

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

Position Overview

The Senior Partner Sales Account Manager (PSAM) – Prime Segment is a senior sales leadership role responsible for driving revenue growth, net-new customer acquisition, and aggressive territory expansion within top-tier ("Prime") enterprise partner ecosystems.

Designed for a seasoned sales professional with 10 to 12 years of enterprise sales and partnership experience, this position blends strategic territory development with senior-level deal execution. You will build and scale new geographic or vertical territories, lead complex co-selling pursuits, and align matrixed teams—orchestrating tight execution across Territory Sales Managers (TSMs), Inside Sales Representatives (ISRs), and executive partner leadership.

Key Responsibilities

• Strategic Territory Development & New Customer Acquisition
• Formulate and execute multi-year territory growth plans to capture white space and drive aggressive net-new customer acquisition across Prime enterprise accounts.
• Lead end-to-end sales pursuits for high-value strategic opportunities, establishing multi-threaded connections across C-suite executives, procurement, and technical leadership.
• Own the overarching revenue and pipeline development results for the Prime Segment portfolio.
• Cross-Functional Sales Orchestration (TSM & ISR Leadership)
• Territory Sales Managers (TSMs): Co-develop regional GTM plans, align on field coverage, and co-sell high-stakes enterprise deals to drive velocity and deal size.
• Inside Sales Representatives (ISRs): Direct inbound and outbound pipeline-generation initiatives, set lead-qualification standards, and convert high-intent prospects into closing opportunities.
• Establish clear rules of engagement across partner, field, and inside channels to eliminate overlap and maximize rep productivity.
• Senior Partner Alliance & Executive Alignment
• Architect and manage Joint Business Plans (JBPs) with Prime partners, securing executive buy-in, co-investment budgets, and dedicated partner sales resource commitments.
• Design and deploy advanced partner enablement models, sales playbooks, and co-selling frameworks that increase partner-led deal sourcing.
• Serve as the senior escalation point for strategic deal structuring, commercial negotiations, and high‑value renewals.
• Operational Rigor & Commercial Execution
• Maintain rigorous pipeline management and accurate multi‑quarter forecasting using enterprise CRM platforms (e.g., Salesforce).
• Lead high‑impact Quarterly Business Reviews (QBRs) with internal executive sponsors and external partner leadership to evaluate performance.
• Gather market and competitor intelligence to influence product roadmaps and strategic GTM investments.

Qualifications & Requirements

Experience & Track Record

• 10–12+ years of progressive experience in B2B enterprise sales, channel account management, or strategic alliances within SaaS, Enterprise Software, or Cloud Infrastructure environments.
• Consistent track record of managing enterprise‑level client and partner accounts.
• Demonstrated history of launching net‑new territories and building high‑yield partner co‑sell ecosystems from the ground up.

Leadership & Collaborative Competencies

• Master‑level expertise in orchestrating tri‑party coverage models with Field Sales (TSMs) and Inside Sales (ISRs) teams.
• Executive presence with proven capability to negotiate complex, multi‑stakeholder commercial terms with C‑level executives (CEO, CRO, CIO).
• Strategic mindset with strong financial literacy, capable of designing revenue‑share models, joint GTM budgets, and commercial contracts.

Technical & Systems Proficiency

• Advanced proficiency in CRM ecosystems (Salesforce), partner relationship management (PRM) tools, and sales engagement stacks