1 | P a g e
Tata Communications is a leading global digital infrastructure provider, enabling enterprises to thrive in a
hyperconnected world. As a trusted partner in digital transformation, the company delivers solutions in
network, cloud, security, mobility, IoT, and collaboration to businesses worldwide.
1. Global Reach: Serving over 7,000 customers globally, including 300 of the Fortune 500 companies.
2. Network Leadership: Our global network carries 24% of the world’s internet routes, with over 7,600 petabytes
of internet traffic traveling across it each month.
3. Industry Recognition: Named a ‘Leader’ for the tenth consecutive year in the 2023 Gartner® Magic Quadrant™
for Network Services (Global)
4. Great Place to Work: Certified as a Great Place to Work® in America, Canada, Greater China, India, UK, Hong
Kong & Singapore
5. Infrastructure: We own 710,000 km of subsea fiber (over 17 times around the equator) and 210,000 km of
terrestrial fiber
6. Voice Traffic Leadership: Carry 53 billion minutes of wholesale voice traffic annually.
7. Official F1 Connectivity Provider: Powering millions of users on Formula1.com and delivering cutting-edge
connectivity for the F1 experience.
We offer exciting career growth, continuous learning, and exposure to cutting-edge technologies. Our
innovation-driven culture, commitment to sustainability, and focus on employee well-being make us a great
place to build a meaningful career.
We are an equal opportunity employer committed to fostering a diverse, inclusive, and equitable workplace.
We celebrate differences and ensure that all qualified applicants receive fair consideration for employment,
regardless of race, colour, religion, gender, gender identity, national origin, disability, veteran status, or any
other legally protected status. We believe that diversity drives innovation, and we are dedicated to creating
a workplace where everyone feels valued, respected, and empowered to contribute their best.
• Our Offerings Products & Solutions - A Digital Ecosystem for You | Tata Communications
• Meet the Leadership Team Leadership | Tata Communications
Designation Head of Alliances - APAC
Location Singapore
Reports to Vice President – Enterprise Head of Asia Pacific and Japan
No. Of Peers 7-8
No. of Direct
Reportees
Individual Contributor
Purpose of
your Role
• To build new business thru GTM activities for Alliance partners like Poly/HPE, Genesys,
Cisco, Microsoft, Fortinet, Versa, HPE-Aruba, Cisco-Meraki, Zscaler, Netskope & future
partnerships.
• Land and Expand relationships with alliance partners.
• Understand Partner business model and the JVP for a successful partnership.
• Work with Partner Channels/Alliance teams in generating opportunities with sales and
other functions.
• Collaborate with CFT- Sales, Marketing, Tower specialists and Product Manager to develop
and implement appropriate joint Sales & Marketing activities with Alliances.
• Ensure technical alignment & certifications for partnership tiers / pricing.
• Create and lead 360 awareness sessions for Alliance, Tata and customers on the JVP to the
market.
• Identify and drive new business opportunities with potentially new or existing partners.
You will be
accountable
for (Key
• Create, enable, and develop account planning, demand-generation, governance
framework for joint go-to-market with vendors/partners.
• OB / Revenue for Tower Business (20:80).
2 | P a g e
Responsibiliti
es)
• Create alignment and field engagement with internal teams on specified sales
opportunities.
• Technical enablement through regular partner led technical/sales sessions.
• Drive & build customer events through partner sponsored programs with marketing.
• Build MDF fund with partners.
• Co-build Partner Newsletter for APAC region
• Drive Cadence calls, pipeline tracking and reporting in alignment to demand-generation
program needs
You Are
(behaviours
to display -
DRIVE)
• Should be able to collaborate across stakeholders – Internally (Product, Marketing;
Product, CSO - Service Management, Billing & Collections, Solutions Team, etc) and
Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc)
• Excellent Communication/Client relationships/ Executive engagements /Strategic
planning /evaluating new account penetration techniques etc
• Excellent command on Industry footprints & great product knowledge would be an
additional advantage.
Key
Qualification
& Experience
• 12-15 years of Sales, consulting in technologies (Voice & Messaging), Networking (SD-WAN,
SASE, Security, MPLS, DIA, IPL), Cloud, Data Centres, Mobility, Edge services, Unified
Communication, etc.
• Prior experience of at least 5+ years in Technology Alliance management.
• Have interest in emerging technologies and trends (IoT, AI, Big Data, etc.), any
certification will be a plus.
• Candidate should be a strategic thinker with amiable personality, positive outlook, and
expert communication skills.
• Should have organizational skills and the ability to thrive in a fast-paced environment.
• Should be knowledgeable of the partner’s propositions, their markets, business challenges
and customer opportunities.
• Strong creative problem solving and analysis skills, ability to build executables
frameworks.
• Motivated and self-driven to achieve targets.
• Must exhibit a high degree of business maturity and ability to communicate effectively at
senior management levels.
• Should have a bachelor’s degree in engineering and a master’s degree in management,
business operations, marketing or any related field.
Why Join Us • Opportunity to lead a high-impact, high-growth regional sales function in a rapidly
evolving industry.
• Drive innovation and transformation for some of the world’s leading enterprises.
• Collaborate with a dynamic, ambitious, and customer-focused leadership team.
More Information about us
• What is Tata Communications’ purpose?
Digital technology is empowerment. It is expression. And it is equalising. Its scale and speed touch all
parts of our lives – everyone, everywhere, every day. Technology has created a platform of limitless
opportunity. But for businesses to fully capitalise on the growth opportunities in store, they must
undergo complete and fundamental transformation. They must become truly digital. Tata
Communications exists to facilitate that transformation for positive change – for everyone.
3 | P a g e
• What does Tata Communications do?
We create and curate robust ecosystems, open infrastructure, and future-proofed platforms to
transform complex services into simple solutions that work for our customers and partners on their
digital transformation journey. Underpinning everything we do is our global network – the world’s largest
and most sophisticated, wholly owned subsea fibre cable network. Today, over 30% of the world’s
Internet routes travel over our network, and we are the only Tier-1 provider in the top five by routes in
five continents across the globe.
• What is the corporate history of Tata Communications Limited?
Tata Communications Limited (hereinafter referred as Tata Communications) is the new name of VSNL,
which as of January 28, 2008. Prior to this Tata Communications has a history of more than 135 years in
handling the international telecommunications needs of the country.
Tata Communications (as VSNL) was incorporated on March 19, 1986, under the Indian Companies Act,
1956 to take over the activities of the erstwhile Overseas Communication Services (OCS). In February
2002, the Government of India, as per their disinvestments plan, sold 25% of their holding in the
company to the strategic partner. Consequently, the company was taken over under the administrative
control of TATA. It is under the management of TATAs – India’s best-known industrial house – that Tata
Communications is now charting its future course.
Prior to this, The Eastern Telegraph Co. (ETC) of 1872 and the Indian Radio Telegraph Co. (IRT) of 1927
merged to form the Indian Radio and Cable Communications Co. (IRCC) in 1932. The Government of India
took over the IRCC, giving birth to the Overseas Communications Service (OCS), a Government
Department.
• About Tata group
The TATA group founded by Jamsedji Tata in 1868, the Tata group is a global enterprise, headquartered
in India, comprising 30 companies across ten verticals. The group operates in more than 100 countries
across six continents, with a mission ‘To improve the quality of life of the communities we serve
globally, through long-term stakeholder value creation based on Leadership with Trust’. Tata Sons is the
principal investment holding company and promoter of Tata companies. Sixty-six percent of the equity
share capital of Tata Sons is held by philanthropic trusts, which support education, health, livelihood
generation and art and culture. In 2018-19, the revenue of Tata companies, taken together, was USD
113.0 billion (INR 792,710 crore). These companies collectively employ over 720,000 people. Each Tata
company or enterprise operates independently under the guidance and supervision of its own board of
directors. There are 28 publicly listed Tata enterprises with a combined market capitalisation of about
USD 160 billion (INR 11,09,809 crore) as on March 31, 2019. Companies include Tata Consultancy
Services, Tata Motors, Tata Steel, Tata Chemicals, Tata Consumer Products, Titan, Tata Capital, Tata
Power, Tata Advanced Systems, Indian Hotels and Tata Communications.