Position Overview The Senior Partner Sales Account Manager (PSAM) Prime Segment is a senior sales leadership role responsible for driving revenue growth, net-recent 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.

1. Cross-Functional Sales Orchestration (TSM ISR Leadership)

- 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.

1. Senior Partner Alliance Executive Alignment





- 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.

1. Operational Rigor Commercial Execution

- 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.

Leadership Collaborative Competencies
- 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.

Technical Systems Proficiency
- Advanced proficiency in CRM ecosystems (Salesforce), partner relationship management (PRM) tools, and sales engagement stacks

📌 Sr. Manager - India Prime (Kochi)
🏢 Tata Communications
📍 Kochi