Associate Director

4 days ago

London, Greater London, United Kingdom Tata Communications Full time £80,000 - £120,000 per year

About The Company
Tata Communications Redefines Connectivity with Innovation and IntelligenceDriving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we at Tata Communications are envisaging a New World of Communications

Job Description: Director – Market Multiplier, UKI
Role Purpose
Tata Communications is accelerating its growth in the UKI market by building a differentiated partner ecosystem. This role will lead and expand engagement with Tier-2 System Integrators (SIs) (outside the global strategic players such as TCS, Cognizant, Infosys, Wipro), Advisory partners (including sourcing advisors, technology consultants, and boutique firms), and Private Equity firms and other key market influencers. The objective is to establish these channels as force multipliers for sales acceleration, account penetration, and market share growth.

Key Responsibilities

  • Define and execute the UKI Tier-2 SI, Advisor & Influencer channel strategy aligned to enterprise GTM and vertical priorities.
  • Build a curated portfolio of Tier-2 SIs, advisors, and PE/influencers that complement Tata Communications' global SI ecosystem.
  • Drive structured engagement models (joint GTM, co-selling, referral, and influence programs).
  • Generate incremental pipeline and revenue through Tier-2 SI, advisor, and influencer partnerships.
  • Collaborate with direct sales teams to identify opportunities where these partners accelerate deal velocity and expand customer access.
  • Lead joint account planning and GTM campaigns with partners across targeted industries (BFSI, Media, Manufacturing, Retail, etc.).
  • Act as the primary executive interface for Tier-2 SIs, advisors, and PE/influencers in UKI.
  • Establish structured governance models (QBRs, performance scorecards, partner enablement sessions).
  • Build C-suite and practice leader relationships to strengthen influence.
  • Develop and execute structured engagement with PE firms, portfolio advisors, and other market influencers to drive deal referrals and opportunities.
  • Build executive-level relationships with investment partners and influencer networks to create new entry points into enterprise accounts.
  • Work with marketing to build joint positioning, case studies, and success stories.
  • Create training, certification, and enablement pathways for partners on Tata Communications' digital portfolio.
  • Collaborate with RTM sales leaders, solution specialists, SPG and product teams to integrate contributions into overall GTM execution.

Key KPIs / Measurables

  • Incremental ACV influenced or sourced through Tier-2 SIs, advisors, and influencers (e.g., £X million annual target).
  • Pipeline creation attributable to partner channel (quarterly targets).
  • Number of Tier-2 SIs, advisors, and PE/influencers onboarded, activated, and delivering qualified opportunities.
  • % increase in joint opportunities vs. prior year.
  • Reduction in sales cycle time in opportunities with partner involvement.
  • Win-rate uplift in opportunities influenced by partners.
  • Number of joint account plans executed.
  • Frequency and quality of governance reviews (QBRs completed, scorecards tracked).

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