Sr. Manager - India Prime
Tata Communications · Kochi · onsite · Posted 37d ago
Undisclosed12–17 yrsfulltimeSourced from
About a minute. You'll make an account on the way through.
About this role
Position Overview
Key Responsibilities
1. Strategic Territory Development New Customer Acquisition
Qualifications Requirements
Experience Track Record
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 teamsorchestrating tight execution across Territory Sales Managers (TSMs), Inside Sales Representatives (ISRs), and executive partner leadership.
Key Responsibilities
1. 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.
- 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.
- 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.
- 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
- 1012+ 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.
- 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.
- Advanced proficiency in CRM ecosystems (Salesforce), partner relationship management (PRM) tools, and sales engagement stacks
Sourced from naukri
Skills
crmCROcrm platformsDeal Structuringcommercial contractsDeal ExecutionDeal SourcingCommercial NegotiationsB2BEnterprise SoftwareCloud InfrastructurecloudField SalesEnterprise SalesCustomer Acquisitionaccount management
About Tata Communications
Tata Communications
Telecom
5.9k+
employees
1986
40 years old
Mumbai, Maharashtra
India
About
Tata Communications facilitates digital transformation for enterprises worldwide, enhancing connectivity, cloud solutions, and operational efficiency through advanced services.
Industries
Telecom
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