Lead – Farming Channel

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.