The Role
Leads the go-to-market farming strategy for Platinum and Gold channel partners within the SME business. The role develops scalable partner-growth frameworks, playbooks, capability programs, and product-penetration initiatives. It collaborates with regional sales, partner development, product, marketing, OEM, and partner teams to increase revenue, order bookings, logo extraction, and EPPC performance. Success depends on channel-sales expertise, B2B technology knowledge, strategic execution, analytics, and stakeholder management.
Summary Generated by Built In
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.
Skills Required
- MBA
- More than 10 years of experience in channel sales, sales operations, or sales strategy
- Channel sales capability
- B2B technology, telecom, or cloud ecosystem experience
- Understanding of channel sales
- Strong understanding of B2B sales
- Ability to translate go-to-market strategy into a capability framework
- Strategic and execution-focused approach
- Experience with SMB-focused sales motions in metro or tier 1/2 cities
- Strong analytical skills
- Strong understanding of channel business models in the ICT space
- Flexibility to learn new products and processes
- High collaboration and stakeholder-management ability
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The Company
What We Do
Tata Tele Business Services (TTBS), a part of the Tata Group, is a leading provider of Smart Digital Solutions and ICT services for India's Small and Medium Enterprises (SMEs). It offers a comprehensive suite of solutions, including connectivity, collaboration, cloud, security, and IoT, empowering businesses to connect and grow in a digital-first world through cutting-edge technology.
