Senior Manager - BFSI Strategic Alliances & Sales

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.

Global Reach : Serving over 7,000 customers globally, including 300 of the Fortune 500 companies.

Network Leadership : Our global network carries 24% of the worlds internet routes, with over 7,600 petabytes of internet traffic traveling across it each month.

Industry Recognition : Named a Leader for the tenth consecutive year in the 2023 Gartner Magic Quadrant for Network Services (Global).

Great Place to Work : Certified as a Great Place to Work in America, Canada, Greater China, India, UK, Hong Kong & Singapore.

Infrastructure : We own 710,000 km of subsea fiber (over 17 times around the equator) and 210,000 km of terrestrial fiber.

Voice Traffic Leadership : Carry 53 billion minutes of wholesale voice traffic annually.

Official F1 Connectivity Provider : Powering millions of users on Formula1.com and delivering cutting-edge connectivity for the F1 experience.

About the Role :

This is a high-impact, individual contributor role within the Tata Communications BFSI Centre of Excellence (COE), focused on driving a new revenue stream by strategically acquiring new financial services clients and building a robust ecosystem of Independent Software Vendors (ISVs).

You will be the key driver for connecting Tata Communications' secure, compliant, and scalable infrastructure with innovative BFSI technology solutions. Your success will be measured by your ability to close new client logos, onboard strategic ISV partners, accelerate pipeline growth, and drive ecosystem-led deals, with a significant target revenue contribution.

Key Responsibilities :

Strategic Client Acquisition & Revenue Generation (Direct & Ecosystem-led) :

New Logo Acquisition : Identify, target, and acquire high-potential clients across the BFSI spectrum, including large / mid-size Private Banks, NBFCs, SFBs, Co-op Banks, Insurance, and Capital Markets.

C-Level Engagement : Lead and drive consultative discussions with CXO-level stakeholders focusing on infrastructure modernization, regulatory compliance (RBI, IRDAI, SEBI), digital resilience, and digital transformation.

Deal Acceleration : Collaborate with internal sales teams to embed ecosystem-led solutions into account strategies, accelerate deal closure, and contribute to achieving a significant new revenue stream (target US$ 6M in the first year).

ISV Partnership & Joint Proposition Development :

ISV Scouting & Onboarding : Proactively identify and engage best-in-class ISVs (FinTech, RegTech, RiskTech, InsurTech, etc.) whose applications (e.g., core banking, fraud analytics, digital lending) are critical for large BFSI clients.

Due Diligence : Conduct thorough evaluation of ISV capabilities, compliance posture, integration feasibility, and market relevance.

Joint GTM Strategy : Partner with internal product, cloud, and compliance teams to co-create and define joint offerings that combine Tata Communications' secure infrastructure with ISV applications and the necessary regulatory stack.

Sales Enablement : Develop solution briefs, GTM playbooks, and client showcases to enable the direct sales force to effectively sell these joint propositions.

Partnership Governance & Performance :

Process Management : Own the end-to-end ISV onboarding process, including contracting, SLA alignment, and solution mapping.

Performance Tracking : Maintain rigorous governance, ensuring all ISV engagements and pipeline opportunities are accurately tracked in SFDC.

KPI Reporting : Monitor and report on key performance indicators (KPIs) such as accounts acquired, ISVs onboarded, pipeline influenced, deal velocity, and GTM campaign effectiveness.

Key Qualifications Required :

Experience : 6–10 years of proven success in BFSI sales, strategic business development, or technology partnership / alliances roles.

Domain Expertise : Demonstrated track record in acquiring BFSI clients and managing complex deals in a regulated, compliance-driven environment.

Ecosystem Knowledge : Strong exposure to the BFSI SaaS / ISV / FinTech ecosystem and an understanding of their infrastructure, cloud adoption, and risk / compliance needs.

Mandatory Skills : Exceptional client engagement, consultative selling, and partnership-building skills. Deep understanding of BFSI transformation priorities (e.g., digital lending, data sovereignty, resilience).

Soft Skills : Proven ability to balance strategic planning with execution and successfully influence cross-functional teams.

Perks and benefits :

We offer a competitive salary and a comprehensive benefits package that includes :

Family healthcare

Attractive Bonus & Rewards program

Flexible benefits program

Mobile allowance & Business Travel Reimbursement

Paid time off (including annual leave, medical leave, and other forms of leave)

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.