Associate Director - Sales - Alliance Management

Tata Communications; Singapore; Hybrid; SGD 120,000 - 160,000; Full time

Job summary

A leading telecommunications company is seeking an experienced professional to manage partnerships and drive regional sales growth. The ideal candidate will have over 12 years of expertise in sales and consulting within technology sectors, with a strong focus on alliance management. Responsibilities include developing account planning and governance frameworks, generating revenue, and collaborating with internal teams. Candidates should possess exceptional communication skills and a strategic mindset to thrive in a dynamic environment.

Benefits

High-impact sales opportunities

Drive innovation and transformation

Collaborative leadership team

Qualifications

• 12+ years in sales or consulting in technology sectors.
• 5+ years in Technology Alliance management.
• Knowledge of emerging technologies like IoT, AI, Big Data.
• Excellent ability to communicate at senior management levels.

Responsibilities

• Develop account planning and governance frameworks for partnerships.
• Generate revenue for Tower Business.
• Create alignment on sales opportunities with internal teams.
• Enable technical training through sessions led by partners.
• Drive customer events through partner programs.

Skills

Sales

Consulting in technologies

Excellent communication

Strategic planning

Creative problem solving

Education

Bachelor's degree in engineering

Master's degree in management or related field

Job description

Applicants must hold Singapore Citizenship or Permanent Residency

Purpose of your Role

• Land and Expand relationships with alliance partners.
• Understand Partner business model and the JVP for a successful partnership.
• Work with Partner Channels/Alliance teams in generating opportunities with sales and other functions.
• Collaborate with CFT- Sales, Marketing, Tower specialists and Product Manager to develop and implement appropriate joint Sales & Marketing activities with Alliances.
• Ensure technical alignment & certifications for partnership tiers / pricing.
• Create and lead 360 awareness sessions for Alliance, Tata and customers on the JVP to the market.
• Identify and drive new business opportunities with potentially new or existing partners.

Responsibilities

• Create, enable, and develop account planning, demand-generation, governance framework for joint go-to-market with vendors/partners.
• OB / Revenue for Tower Business
• Create alignment and field engagement with internal teams on specified sales opportunities.
• Technical enablement through regular partner led technical/sales sessions.
• Drive & build customer events through partner sponsored programs with marketing.
• Build MDF fund with partners.
• Co-build Partner Newsletter for APAC region
• Drive Cadence calls, pipeline tracking and reporting in alignment to demand-generation program needs You Are (behaviors to display - DRIVE)
• Should be able to collaborate across stakeholders Internally (Product, Marketing; Product, CSO - Service Management, Billing & Collections, Solutions Team, etc) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc)
• Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc
• Excellent command on Industry footprints & great product knowledge would be an additional advantage.

Key Qualification & Experience

• 12+ years of Sales, consulting in technologies (Voice & Messaging), Networking (SD-WAN, SASE, Security, MPLS, DIA, IPL), Cloud, Data Centres, Mobility, Edge services, Unified Communication, etc. • Prior experience of at least 5+ years in Technology Alliance management.
• Have interest in emerging technologies and trends (IoT, AI, Big Data, etc), any certification will be a plus.
• Candidate should be a strategic thinker with amiable personality, positive outlook, and expert communication skills.
• Should have organizational skills and the ability to thrive in a fast-paced environment.
• Should be knowledgeable of the partner’s propositions, their markets, business challenges and customer opportunities.
• Strong creative problem solving and analysis skills, ability to build executables frameworks.
• Motivated and self-driven to achieve targets.
• Must exhibit a high degree of business maturity and ability to communicate effectively at senior management levels.
• Should have a bachelor’s degree in engineering and a master’s degree in management, business operations, marketing or any related field.

Why Join Us

• Opportunity to lead a high-impact, high-growth regional sales function in a rapidly evolving industry.
• Drive innovation and transformation for some of the world’s leading enterprises.
• Collaborate with a dynamic, ambitious, and customer-focused leadership team.