Sr Manager - CSG Head Office
ConfidentialMumbai, India22 days ago
Job descriptionIdentify high-potential BFSI clients across banking, insurance, NBFCs, SFBs, Co-op Banks, Capital Markets, and financial services. Scout and evaluate ISVs across FinTech, RegTech, RiskTech, InsurTech, GovTech, and adjacent BFSI domains. Conduct due diligence on ISV capabilities, compliance posture, and integration feasibility. Engage CXO-level stakeholders to position Tata Communications' BFSI offerings. Drive onboarding processes including contracting, SLA alignment, and solution mapping for ISVs. Understand client priorities around compliance, resilience, and digital transformation. Collaborate with internal product, compliance, and cloud teams to co-create joint solutions integrating Tata Communications infra + ISV apps + regulatory stack. Support creation of solution briefs, playbooks, and GTM assets tailored to BFSI client needs. Drive both direct and ISV-led sales motions. Embed joint propositions into account strategies and accelerate deal closure. Work with BFSI sales teams to embed ecosystem-led solutions into account strategies and pursuits. Support ISV deal structures and pricing models to accelerate closure. Contribute to creation of solution decks, win stories, and client showcases. This role will contribute to the creation of a new revenue stream in BFSI accounts to the tune of USD$ 60 M per annum when fully operational. In the first full year of operation it will contribute to the creation of a revenue stream of US$ 6 M. Maintain structured records of ISV engagements, onboarding status, and opportunity tagging in SFDC. Track and report KPIs : number of accounts acquired, ISVs onboarded, pipeline influenced, deal velocity, GTM campaigns executed, and SLA compliance. 6–10 years in BFSI sales, business development, technology partnerships, or consulting roles. Proven track record in acquiring BFSI clients and managing complex, compliance-driven deals. Exposure to BFSI-aligned SaaS / ISV ecosystems with strong understanding of compliance and infrastructure needs. Experience in regulated environments (RBI, IRDAI, SEBI norms) preferred. Strong client engagement, consultative selling, and partnership-building skills. Deep understanding of BFSI infrastructure, cloud adoption, and risk / compliance priorities. Familiarity with BFSI transformation priorities : digital lending, fraud analytics, data sovereignty, etc. Ability to balance strategic thinking with execution rigor and influence cross-functional teams. MBA from a reputed institute with engineering / IT background.
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 : Lead – BFSI Account Acquisition & ISV Partnerships (Senior Manager Level)
Focus : Large & Mid-size Private Banks + Top-tier NBFCs
Location : Mumbai
Role Overview
As part of Tata Communications' BFSI Practice / Centre of Excellence (COE), the Lead – BFSI Account Acquisition & ISV Partnerships will be responsible for identifying, acquiring, and scaling BFSI clients and Independent Software Vendors (ISVs) aligned to Tata Communications' secure, compliant, and scalable infrastructure offerings.
This is an individual contributor role focused on new logo acquisition, ISV onboarding, pipeline acceleration, and ecosystem-led deal growth. The candidate will work closely with internal sales, product, and ISV teams to position Tata Communications as a trusted transformation partner for BFSI clients across segments.
Sales Motion : Balanced mix of direct customer acquisition and ISV-led GTM
- Customer Acquisition : Identify and engage high-potential BFSI clients in the large / mid-size private banking and NBFC segments. Drive CXO-level conversations around infrastructure modernization, compliance, and digital transformation.
- ISV Scouting & Engagement : Identify and onboard ISVs whose solutions align with the needs of large banks and NBFCs (e.g., core banking, fraud analytics, digital lending). Evaluate ISV capabilities and integration feasibility.
Key Responsibilities
Customer & ISV Identification
Account Engagement & Onboarding
Joint Proposition Development
GTM Execution & Sales Enablement
Governance & Performance Tracking
Desired Profile
Experience
Skills
Education
Skills Required
Risk Compliance, Consultative Selling, Fraud Analytics, BFSI Sales, Business Development, Client Engagement
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Manager Manager • Mumbai, India
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