Director - Customer Interaction Suite

Tata Communications; Wes-Kaap; On-site; ZAR 2 047 000 - 3 071 000; Full time

Job summary

A global telecommunications leader seeks a seasoned professional to drive revenue and growth for their wholesale CPaaS business. This role focuses on forming strategic partnerships, leading a sales team, and ensuring alignment across various teams. The ideal candidate has over 15 years of experience in telecom sales, particularly in CPaaS and A2P messaging, with a strong record of negotiating high-value contracts and building executive relationships. Competitive compensation and a chance to make a significant impact await.

Qualifications

• 15+ years of experience in Global Wholesale / Carrier Sales.
• Proven record of scaling $100M+ wholesale revenues.
• Strong leadership and team‑building skills over multi-region teams.

Responsibilities

• Own and deliver global revenue and margin targets for the wholesale CPaaS business.
• Lead strategic partnerships with telecom operators and global aggregators.
• Negotiate multi‑million‑dollar contracts with favorable commercial terms.
• Ensure alignment with enterprise CPaaS teams to maximize synergies.

Skills

Global Wholesale / Carrier Sales experience

CPaaS knowledge

Leadership and team-building

Negotiation skills

Executive presence

Understanding of A2P/CPaaS ecosystem

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

Key Responsibilities

Global Sales Leadership

• Own and deliver global revenue and margin targets for the wholesale CPaaS business.
• Build, lead, and mentor a world‑class sales team across North America, EMEA, APAC, and LATAM.
• Define global coverage model with clear accountability for new business acquisition, renewals, and margin expansion.
• Establish governance, forecasting accuracy, and disciplined sales processes to ensure transparency and predictability.

Wholesale Market Development

• Lead strategic partnerships with MNOs, MVNOs, OTT players, and global aggregators.
• Secure and scale high‑volume A2P messaging deals across regions.
• Develop strategic carrier alliances to secure competitive termination rates and routing advantages.
• Drive growth in emerging CPaaS channels (RCS, WhatsApp, Viber, WeChat, etc.) through direct and wholesale models.

Enterprise & Ecosystem Engagement

• Build trusted relationships with CXOs, procurement heads, and product leaders in the carrier and aggregator ecosystem.
• Negotiate multi‑million‑dollar, multi‑year contracts with favorable commercial terms.
• Expand business footprint across Tier 1 OTTs, large aggregators, and regional carriers.
• Position the company as a preferred wholesale partner through differentiation in quality, reliability, security, and scale.

Collaboration & Strategic Alignment

• Partner with Product and Operations teams to influence roadmap priorities, routing innovations, and margin optimization initiatives.
• Collaborate with Finance and Strategy teams to establish pricing governance, profitability controls, and risk management frameworks.
• Ensure alignment with enterprise CPaaS and retail CX platform teams to maximize synergies and prevent channel conflicts.

Key KPIs

• Wholesale revenue growth and YoY margin expansion.
• New partner acquisitions (MNOs, OTTs, aggregators).
• Volume growth in SMS, RCS, WhatsApp, and other OTT messaging channels.
• Market share expansion in strategic geographies.
• Forecasting accuracy and pipeline health.
• Customer retention and wallet share growth across existing partnerships.

Qualifications

• 15+ years of experience in Global Wholesale / Carrier Sales, with at least 7+ years in CPaaS, A2P messaging, or telecom aggregation.
• Proven track record in scaling $100M+ wholesale revenues and delivering strong YoY growth.
• Deep understanding of global A2P/CPaaS ecosystem, interconnect agreements, carrier commercial models, and OTT partnerships.
• Strong global network across Tier 1 MNOs, carriers, and aggregators.
• Experience negotiating large wholesale contracts with complex commercial and regulatory considerations.
• Strong leadership and team‑building skills, with proven ability to manage multi‑region teams.
• Excellent executive presence, negotiation, and influencing skills at C‑suite level.