Tata Tele Business Services - Solution Sales Head - Cloud & Platform Solutions

Business Unit:

Tata Tele NxtGen Solutions (TTNS)

Function:

Sales / Solution-Sales

Location: Mumbai, Bangalore, Pune, Delhi

Position Title / Role: Solution Sales Head - Cloud & Platform (CNP) Solutions

Level: GM

Broad Role Description:

Tata Tele NxtGen Solutions (TTNS), a wholly owned subsidiary of Tata Tele Services, is driving the digital transformation of Indian SMBs with cutting-edge solutions across Cloud Infrastructure, Cyber Security, Modern Workplace (M365), CPaaS, CCaaS, and AI-driven platforms.

Our bigger and core business is telecom (voice & internet), delivered through a partner-led GTM model. While this Telco GTM engine is strong on reach, it is a factory model and largely commercially led. We are now looking for a 'young, energetic leader with around 15 years of experience' to transform our Cloud & Platform business from 50 Cr today to 500 Cr in the next 3 - 4 years in the assigned region of operations.

This leader will leverage the telco GTM as a relationship and door-opening channel but personally drive value-based conversations to showcase the impact of next-gen solutions. The role is perfect for someone who thrives as a 'playing captain' - leading from the front in customer meetings, inspiring teams, and shaping market conversations. The expectation is not just growth in revenue but in 'margins, customer stickiness, and strategic value creation'.

The role also acts as a bridge between sales and product teams, ensuring customer insights flow into product design, while building a 'learning-oriented, high-energy team' that stays ahead in an ever-changing technology landscape.

Key Role Deliverables:

• Grow Cloud & Platform business 10x (50 Cr - 500 Cr in 3 - 4 years).
• Shift sales conversations from price/volume - value/impact.
• Drive profitability, margins, and customer stickiness via solution selling.
• Leverage telco GTM for door opening, but own value-led engagement thereafter.
• Partner with regional sales leaders to define account focus and solution priorities.
• Utilize regional marketing engine to ensure cloud portfolio visibility in all campaigns.
• Focus primarily on cross-sell and up-sell within the existing customer base.
• Personally lead critical customer conversations as a playing captain.
• Act as a bridge between sales and product teams, influencing GTM and product design.
• Build and mentor a team of 5 - 7 product specialists across cloud & platform areas.
• Foster a high-energy, continuous learning culture to stay ahead of market shifts.
• Establish collaboration with OEMs and ecosystem partners for solution development and joint selling.

Right Person (Qualifications & Experience):

• Around 15 years of experience in solution sales/pre-sales across Cloud, SaaS, Datacenter, CCaaS, or CPaaS.
• Proven track record in scaling a solutions business to at least 100 Cr revenues.
• Experience leading teams of 5 - 7 technical specialists.
• Strong understanding of at least 3 solution areas:

• 1. Microsoft Azure
• 2. Microsoft 365 / Google Workspace
• 3. Cyber Security
• 4. CPaaS / CCaaS
• 5. Managed Services

• Technically capable of engaging with customers on IT and solution architecture.
• Experienced in working with partner-led GTMs and converting relationships into wins.
• Business acumen with focus on profitability, margins, and customer lifetime value.

Personal Attributes:

• Energetic, ambitious, and entrepreneurial mindset with hunger for growth.
• A 'playing captain' who thrives in customer meetings and leads from the front.
• Strong consultative selling skills to engage with CxOs and drive solution value.
• Ability to inspire, mentor, and build a learning-oriented, future-ready team.
• Agile, adaptable, and resilient in a fast-evolving technology landscape.
• Strong collaborator with regional sales, marketing, and product teams.