Leads the go-to-market farming strategy for Platinum and Gold channel partners. Builds scalable partner-growth frameworks, develops partner infrastructure and capabilities, creates playbooks to increase product penetration and revenue extraction, and coordinates with regional sales, product development, marketing, OEMs, and partner teams. Success is measured by revenue, order bookings, logo-potential extraction, and EPPC growth.
COMPANY Tata Tele Business Services (TTBS), belonging to the prestigious TATA Group, is the country’s leading enabler of connectivity and communication solutions for businesses. With services ranging from connectivity, collaboration, cloud, security, 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. Job Description Role Title GTM Lead – Farming Business Unit SME Business Function Indirect Sales Department Generate Reporting Structure CA2 if any Grade/Level: DGM Key Relationships/Key Customer External: Channel Partners and Partner Sales Resource, OEMs Internal : Sales, PDM, SSP, Product. L&D, Marketing etc Span of control: Why position exists? To create a structured, scalable and repeatable growth engine for the Platinum & Gold ecosystem, moving the organization from relationship-led partner management to account-led, data-driven partner growth. Job Responsibilities Define and continuously evolve the Platinum & Gold Farming GTM framework
Work closely with regional sales and PDM teams to bring required improvements in the framework Ensure Partner Infra and capability development as building blocks for sustainable and scalable growth in P&G cohort Create a playbook for increasing extraction from P&G Logo:
Product penetration drive | Partner level plan to track and monitor Key Result Areas Revenue and OB from P&G Partners % extraction from tagged logo potential EPPC drive among tagged logo Necessary Preferred Skills/ Capabilities and competencies Understanding of Channel Sales Strong understanding of - Channel business models in ICS space Strong understanding of B2B sales Flexible for learning new products and processes Ability to translate GTM strategy into capability framework High collaboration ability and stakeholder management Strategic + execution-focused Experience with SMB-focused sales motions in metros or tier 1/2 cities Strong analytical skills Qualification MBA Overall Work Experience >10 years of channel sales, sales operations or sales strategy Age (Optional) Essential Requirement Channel sales capability B2B tech / telecom / cloud ecosystem Behavioural Attributes Outcome-oriented (not activity-driven) Prefered Industry Telecom, SaaS, Cloud, IT Products and Services etc. About Us
Work closely with regional sales and PDM teams to bring required improvements in the framework Ensure Partner Infra and capability development as building blocks for sustainable and scalable growth in P&G cohort Create a playbook for increasing extraction from P&G Logo:
Product penetration drive | Partner level plan to track and monitor Key Result Areas Revenue and OB from P&G Partners % extraction from tagged logo potential EPPC drive among tagged logo Necessary Preferred Skills/ Capabilities and competencies Understanding of Channel Sales Strong understanding of - Channel business models in ICS space Strong understanding of B2B sales Flexible for learning new products and processes Ability to translate GTM strategy into capability framework High collaboration ability and stakeholder management Strategic + execution-focused Experience with SMB-focused sales motions in metros or tier 1/2 cities Strong analytical skills Qualification MBA Overall Work Experience >10 years of channel sales, sales operations or sales strategy Age (Optional) Essential Requirement Channel sales capability B2B tech / telecom / cloud ecosystem Behavioural Attributes Outcome-oriented (not activity-driven) Prefered Industry Telecom, SaaS, Cloud, IT Products and Services etc. About Us
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.
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What you need to know about the Pune Tech Scene
Once a far-out concept, AI is now a tangible force reshaping industries and economies worldwide. While its adoption will automate some roles, AI has created more jobs than it has displaced, with an expected 97 million new roles to be created in the coming years. This is especially true in cities like Pune, which is emerging as a hub for companies eager to leverage this technology to develop solutions that simplify and improve lives in sectors such as education, healthcare, finance, e-commerce and more.
