Job Summary
Achieve the strategic, financial and customer satisfactionobjectives for Tata Communications Hybrid connectivity services productline: comprising of IZOTM WAN, IZOTM Multi Cloud Connect andGlobal VPN. Lead the team to develop and deliver sales enablement and marketpositioning content. Drive P&L through customer management, salesenablement with the objective of increasing product and service profitability,revenue and market competitiveness; and deliver effective multi-productsolutions to meet customer requirements.

This role will lead product managers globally under Rajesh sorganization, including those in Europe, Americas, APAC and India. HCSteam carries $370M gross revenue (includes IZOTM Internet WAN, IZOTM MultiCloud Connect & GVPN) target in FY24. Europe is one of the largest sourceof revenue for managed network services, most of the large network customershave presence in the European region. This role being based in theregion, will have to take on a hands-on role to support customer opportunities,provide assistance on contractual negotiation, provide guidance on formulatingtechnical and commercial solutions and establish leadership connect withcustomers locally.

More than 50% of the growth business of Hybrid ConnectivityServices comes from UK& I and Continental Europe regions. Of overallHCS revenue of $370M, over 20% is generated by European customers. Infact, some of the large network deals managed by the India sales team are alsofor customers based in Europe. These European deals typically involvecomplex network transformation discussions. This senior leader will support customer discussions and anchor our growth initiatives.

This senior team lead position will be responsible fordriving the Hybrid Connectivity Product GTM across regions with specific focusin Europe & America. Overall the person will be responsible to drive morethan 370Mn of revenue across the regions and this revenue will continuegrowing with an aspiration to reach 500 Mn in 3 years.

The position reports to the VP of Hybridconnectivity services. The selected candidate will contribute to developingproduct strategy and roadmap, with responsibility of product P&L, andsupport complex sales and customer opportunities.

Key roles/ responsibilities.

1. Interfacing with keycustomers and prospects in the region.: Understand customer requirements,document key challenges and help develop complex solutions.

2. Product Strategy &Roadmap
Drive preparation of product strategy, roadmap &transformation (next 1-3 years) to include new product development, featureintroduction, new technology; Prepare AOP for product portfolio basis forecastoutlook, market outlook, customer needs, regulatory changes, competitionlandscape, to include financials goals such as gap revenue targets, EBITDAtargets and Capex/Opex requirement for network upgrades or augmentation forexisting products to meet targets; Drive annual planning of initiatives to attaintargets such as marketing campaigns, new product introduction, cost managementinitiatives, new technology introduction etc.

3. Product Life Cycle &Management
This senior leader will drive preparation of productstrategy, Assess P&L of product/service portfolio against annualoperating plan and discuss achievement of targets with Sales; Provide directionto team on corrective action plans such as special incentive programs, producttraining for sales, channel/market initiative; Review pricing, cost models,service levels, promotions/discounts to ensure profitability and discuss withFinance and other relevant teams; Guide team to prepare pricing guidelines;Lead discussions with team on retiring existing products or locations basisgrowth opportunity and profitability, or adjustments to product roadmap basismarket demand.
4. Sales and MarketEnablement
Discuss go-to market plan and product positioning basiscompetition landscape analysis, customer requirement, product improvement areasand USPs with Sales and Marketing team and plan marketing campaigns such asspecial pricing, cross product bundling; Define success metrics for campaigns,evaluate post campaign success and take corrective actions if required; Guideteam on preparation of sales and marketing toolkits (with product information,brochure, presentations etc); Drive engagement with key customers; Guide teamto validate solution, evaluate operational aspects such as billing process andpricing incase of strategic deals; Guide team to define governance process andensure adherence; Monitor product, process and governance training for Salesteam.
5. 1:3: 30 Strategy for NewServices
As an outbound lead for Hybrid Connectivity Services theoutbound team will be responsible to onboard the initial 1st and next 3customers for the new services launched for Fy22. The outbound productteam will be responsible for product positioning, pricing and ensure thatthe entire Quote to Cash process works for the initial customers. The outboundteam will own the entire pricing strategy and also responsible forbuilding funnel for these new features. As an outbound team lead the personwill be responsible to work with sales to build funnel for the newservices.
6. Analyst Relations
The senior leader will be responsible forevangelizing the IZO product portfolio and Tata Communications withbusiness leaders, analysts, media and industry forums. The person will beresponsible to maintain relationships (esp in the European region) with keyconsultants/analysts and make sure that they are updated on an ongoing basis onour overall product strategy and vision. The senior leader will also work withkey consultants like Avasanth and ISG to ensure TCL is invited to large transformationalnetwork RFPS. The team leader will also be responsible for doing analystbriefings with key analysts like Gartner, Omnidia, Forrestor to make sure weare responding to yearly analyst responses and our analyst ratings aremaintained or enhanced.
6. Working on ongoing & new product developmentinitiatives on IZO Internet WAN & IZO Multi Cloud Connect.
Develop and maintain a view of the customer by coordinatingwith product development teams with clear deliverables, stakeholders, definedoutcomes and timelines.
7. Team Development
Regularly review team structure and assess talent requirements; participate in the recruitment and selection process; conduct goal setting and performance review for the team; drive team development, engagement and reward initiatives; coach and mentor team members as required and ensure resolution of any people issues.

Qualification & Experience
Bachelors Degree in engineering (mandatory)
A management degree (preferred)
More than17 years of experience in product management/sales engineering/ engineering roles, with knowledge of Global WAN industry & solutions.
Strong analyst relationships understanding of technology, customer facing experience, preferably across the globe/multiple regions.
Strong knowledge and awareness of telecom products, architecture, features, and managed services.
Beneficial to have knowledge of managed security services, data center colocation and interconnection services including Cloud, Voice, Data, and Mobile, familiarity with the virtualized implementation of network functions, SDWAN, SDN.

Team Size
The Product Lead will manage a team of around 7 globally dispersed Product managers.
Competencies & Skills
Strategicview of the market. Can capture how enterprises are changing theirrequirements, and feedback to business.
Leadershipskills such as people management, interpersonal skills; Customer centricity,cross functional skills
Strongproject management skills. Ability to prioritize key issues, exercisejudgment and decision making, and deliver required results. Adjust quickly tothe changing need of the business
Ability toanalyze and solve problems in conditions of ambiguity, within the context ofdefined strategy, creating approaches and processes where none exist.
Professionalattitude, with excellent interpersonal and communication skills, able topresent and influence within the company, and with external partners andcustomers.
Capacity towork in a global business environment, with cross-cultural sensitivity and withreasonable accommodations to time zones.
Excellentwritten and verbal English skills, good planning and organizational skills,multi-tasking, and be able to produce comprehensive and informative documents.
Detail andresults oriented; skilled at both planning and hands-on execution
Ability to understand basic engineering concepts and run business cases.
Ability to define a go-to-market model- within the existing sales/channel strategy; and to Support bid management processes and pre-sales customer interactions.