General Manager of Sales

This role will lead Tata Communications’ strategic engagement with government and public sector clients across India. This role demands a seasoned Cloud sales leader with deep expertise in Cloud services, public sector procurement, and stakeholder management. You will be responsible for driving revenue growth, acquiring new government accounts, and expanding solution penetration across existing engagements for the Vayu Cloud business function.

Strategic Sales Leadership:

Develop and execute a comprehensive Vayu Cloud sales strategy for government verticals, aligned with Tata Communications’ business objectives for the Cloud business unit

Revenue & Order Booking:

Own and deliver on Vayu Cloud services revenue targets through new order bookings, renewals, and upselling across government accounts

Client Acquisition & Relationship Management:

Build and nurture high-level relationships with key government stakeholders, including decision-makers, influencers, and procurement authorities.

Cloud Solution Positioning:

Promote Tata Communications’ Cloud portfolio including Sovereign Cloud, AI Cloud, Edge Cloud, Private dedicated Cloud tailored for government needs.

Cross-functional Collaboration:

Work closely with internal teams – technical solutions, bids & commercial, legal, finance, service delivery – to ensure seamless execution of deals.

Compliance & Tender Management:

Navigate complex government procurement processes, RFPs, and ensure compliance with regulatory and contractual norms.

Team Leadership:

Lead and mentor a team of senior account managers focused on government sales, fostering a high-performance culture.

• Strategic Thinking: Ability to align technology strategies with business objectives and future trends.
• Collaboration & Influence: Strong stakeholder management and ability to work cross-functionally.
• Agility & Adaptability: Ability to navigate change, embrace new challenges, and pivot strategies as needed.
• Results-Driven Approach: Focused on achieving business outcomes, efficiency, and scalability.
• People Leadership: Inspiring and developing high-performing teams through mentorship and empowerment.
• Customer-Centricity: Understanding customer needs and leveraging technology to enhance user experiences.

Execution Excellence: Strong project management, execution skills, and ability to deliver within deadlines.

Minimum qualification & experience

• Education: MBA or equivalent from a reputed institution.
• Experience: 15+ years in enterprise/B2B sales, with at least 7–10 years in government/public sector sales.
• Industry Exposure: Cloud IaaS, PaaS, Cloud security, Managed Services, Opensource technologies, Hyperscaler Cloud services, Devsecops, Gen AI services

Skills:

• Proven track record in government sales and tendering processes
• Strong understanding of public sector procurement cycles
• Excellent negotiation and stakeholder management skills
• Experience with SFDC or similar CRM tools
• Ability to draft and execute go-to-market strategies

Preferred Attributes:

• Deep network within central and state government bodies
• Experience in handling large-scale government transformation projects
• Strong business acumen and strategic thinking