General Manager - Sales- India

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

Purpose of your Role

The General Manager – Network Security & Cloud Sales will lead the India-region strategy, revenue growth, and market expansion for integrated Network Security and Cloud solutions . This role is responsible for driving end-to-end sales performance, building strategic customer relationships, and positioning the organization as a trusted partner for secure digital transformation.

The role blends business leadership, sales execution, solution positioning, and ecosystem collaboration to accelerate growth across enterprise and large accounts.

Key Objectives

• Drive revenue growth and market share across Network Security & Cloud services
• Build a strong, predictable sales pipeline and order book
• Position the company as a leader in secure cloud and network transformation solutions
• Enhance customer acquisition, retention, and wallet share
• Optimize sales efficiency, solution alignment, and go-to-market execution

Key Responsibilities:

Business & Sales Strategy

• Define and execute India GTM strategy for Information Security & Cloud portfolio
• Develop annual operating plans, revenue targets, and growth roadmaps
• Segment market by industry, customer size, and solution areas (Zero Trust, Cloud Security, Managed Security, Hybrid Cloud, etc.)
Align regional strategy with global sales and product priorities

Revenue Growth & Sales Leadership

• Own pipeline development, deal conversion, and order booking targets

 Lead high-value and strategic deal pursuits (CXO-level engagement)

 Drive account planning and expansion across key enterprise customers

 Monitor forecast accuracy, pipeline health, and sales performance

 Identify growth opportunities across:

• Managed Security Services
Hybrid Cloud and Cloud Security

Customer & Market Development

• Identify and prioritize target segments based on digital transformation and security maturity
• Build executive relationships with CISOs, CIOs, CTOs, and business leaders
• Develop customized value propositions and solution positioning
Drive joint engagement models with partners, OEMs, and cloud providers

Solution & Offering Alignment

• Collaborate with product, engineering, and pre-sales to:
• • Shape customer-centric security and cloud solutions
  • Support complex solution design and proposals
  • Align offerings with evolving market demands (Zero Trust, multi-cloud security, etc.)
Provide feedback loop to improve portfolio competitiveness

Partner & Ecosystem Management

• Build strong alliances with:
• • Security OEMs
  • Cloud hyperscalers (AWS, Azure, GCP)
  • System integrators and channel partners
Drive co-selling, joint go-to-market campaigns, and ecosystem-led growth

Marketing & Demand Generation

• Co-create marketing strategy focused on:
• • Demand generation
  • Brand positioning in cybersecurity & cloud
  • Industry-specific campaigns
Track ROI and effectiveness of campaigns and refine strategies

Team Leadership & Capability Building

• Lead and mentor a high-performing sales team (4–5 direct reports)

 Define KPIs, incentives, and performance frameworks

 Build capabilities in:

• Consultative selling
• Security & cloud solution selling
• Strategic account management

 Foster a culture of ownership, collaboration, and innovation

Behaviours to display

• Must be able to collaborate across stakeholders – Internally BU team members, Service Delivery, Service Management, Network Services and Engineering (NSE), LOB/Product, Legal and Finance team members and Externally (Key customers, Partners, Security OEMs and Product companies, Industry forums, 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.

• DRIVE behaviours –Ownership & Accountability, Collaboration, ‘Can-do’ Attitude & Growth Mindset, Being Agile, Continuous Learning & Skills Transformation, Innovation & Problem Solving
  

Education background & Certifications

• Post Graduation in Business Management with graduation in Engineering (preferable) of about 15+ years' experience in IT/Telecom, with strong exposure to Network Security and Cloud sales

• Minimum 15 years in Security / Network / Cloud domains

• 5+ years in leadership role managing enterprise sales teams

Proven track record in:

• Large deal closures

• Strategic account management

• Managed security / cloud services