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 TitleGTM Lead - Farming
Business UnitSME Business
FunctionIndirect Sales
DepartmentGenerate
Reporting Structure
CA2 if any
Grade/Level:DGM
Key Relationships/Key CustomerExternal: Channel Partners and Partner Sales Resource, OEMs
Internal : Sales, PDM, SSP, Product. L&D;, Marketing etc
Span of control:
Why position existsTo 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 ResponsibilitiesDefine 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 AreasRevenue and OB from P&G; Partners
% extraction from tagged logo potential
EPPC drive among tagged logo
NecessaryPreferred
Skills/ Capabilities and competenciesUnderstanding of Channel SalesStrong understanding of - Channel business models in ICS space
Robust understanding of B2B salesFlexible for learning new products and processes
Ability to translate GTM strategy into capability frameworkHigh collaboration ability and stakeholder management
Strategic + execution-focused
Experience with SMB-focused sales motions in metros or tier 1/2 cities
Strong analytical skills
QualificationMBA
Overall Work Experience 10 years of channel sales, sales operations or sales strategy
Age (Optional)
Essential RequirementChannel sales capabilityB2B tech / telecom / cloud ecosystem
Behavioural AttributesOutcome-oriented (not activity-driven)
Prefered IndustryTelecom, SaaS, Cloud, IT Products and Services etc.