Role Overview
The role of a Business Development Manager is that of a growth catalyst for our Converged Communication portfolio (Cloud Telephony, Omni-channel, SIP Trunk, SMS, RCS) in our Top-End Logos.
The primary mandate is to move beyond passive account management to proactively build, nurture, and accelerate a robust sales funnel.
The role entails partnering with our sales teams and external channel partners to lead technical conversations, orchestrate product demonstrations, and drive successful customer adoption.
Key Deliverables
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Active Funnel Orchestration:
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Own the end-to-end sales lifecycle within the top 500 accounts.
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Initiate, qualify, and progress leads, ensuring a healthy pipeline at every stage from initial conversation to final conversion.
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"Hands-On" Sales Activation:
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Lead the charge on technical presentations and product demonstrations.
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Must be able to translate converged communication solutions into clear business value for C-suite and IT heads of Medium Enterprises.
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Ecosystem Alignment:
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Drive collaborative sales motions by aligning our internal sales teams and channel partners.
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Ensures all parties are equipped with the right messaging and technical support to close deals.
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Penetration Strategy:
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Execute a systematic plan to deepen portfolio penetration. Identify whitespace within existing top-end SMB accounts and convert those gaps into revenue-generating projects for SIP, RCS, and Cloud Telephony services.
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Outcome Accountability:
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Move the needle on adoption metrics.
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Success is measured by the quality of the funnel built and the actual volume of customer conversions achieved through strategic partner/sales orchestration.
Desired Profile & Skills
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Experience: ~10-12 years in the Converged Communications space (Cloud Telephony, CCaaS, UCaaS, Omni-Channel (WhatsApp, RCS, SMS) specifically targeting the SMB/Enterprise segment.
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Technical Mastery: Proficiency in the technical stack: SIP, VoIP, Cloud Telephony, WhatsApp and API-based communications (SMS/RCS).
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Influence & Orchestration: Proven track record in an indirect/partner-led sales model. You must have the gravitas to influence partner teams and the agility to drive them toward results.
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Education: Bachelor’s degree in engineering or business administration. An MBA is highly preferred.
Key Behavioral Attributes
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Sales Hunger: Should possess an aggressive drive to hunt for opportunities within existing logos. The person should not just be an administrator; but are a business driver.
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Technical Evangelism: Ability to articulate "converged communications" value propositions that resonate with business leaders, not just IT managers.
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Relentless Execution: A commitment to moving conversations from "interest" to "demonstration" to "signed contract" with speed and precision
Skills Required
- 10-12 years experience in Converged Communications (Cloud Telephony, CCaaS, UCaaS, Omni-channel) targeting SMB/Enterprise
- Proficiency with SIP, VoIP, Cloud Telephony, WhatsApp, SMS, RCS and API-based communications
- Proven track record in indirect/partner-led sales and ability to influence channel partners
- Ability to lead technical presentations and product demonstrations for C-suite and IT stakeholders
- Bachelor's degree in Engineering or Business Administration
- MBA
- Strong hunting mentality with relentless execution to move opportunities to closure
What We Do
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, 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.
