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
Focus
: SFBs, Co-op Banks, Insurers, Capital Markets
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: Engage BFSI clients in the SFB, Co-op Bank, Insurance, and Capital Markets segments. Understand their transformation priorities and regulatory constraints.
- ISV Scouting & Engagement: Identify and onboard ISVs relevant to these segments (e.g., micro-lending platforms, InsurTech, RegTech, risk management tools). Ensure alignment with compliance and integration needs.
Key Responsibilities
Customer & ISV Identification
- Identify 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.
Account Engagement & Onboarding
- 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.
Joint Proposition Development
- 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.
GTM Execution & Sales Enablement
- 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$ 40 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$ 4 M.
Governance & Performance Tracking
- 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.
Desired Profile
Experience
- 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.
Skills
- 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.
Education
- MBA from a reputed institute with engineering/IT background.
