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.
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
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
Adaptable 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.