Sr. Manager - Sales - Continental Europe (Alliance)

In this role you will lead the regional alliance and partnerships to accelerate revenue growth and expand market reach. You will shape ecosystems with OEMs, hyperscalers, GSIs, telcos, and channel partners to drive multi-faceted go-to-market motions. You’ll manage executive relationships and govern a comprehensive engagement model across Sell-To, Sell-With, Sell-Through, and Buy-From motions. This position offers the opportunity to influence strategy at continental Europe scale and contribute to Tata Communications’ growth in Network Services, Cloud, Cybersecurity, and Digital Infrastructure.

• sales-based incentive program

• Define regional alliance and partnership strategy aligned with growth objectives
• Develop strategic relationships with OEMs, hyperscalers, cybersecurity providers, GSIs, telcos, and channel partners
• Establish partner segmentation, governance, and investment frameworks
• Identify new ecosystem opportunities and emerging technology partnerships
• Drive partner-led and partner-influenced growth across markets
• Own executive relationships with strategic technology partners (cloud, networking, security, infrastructure)
• Develop annual joint business plans, revenue targets, and marketing initiatives
• Accelerate partner certifications, competencies, and program participation
• Create joint GTM motions and co-selling programs with GSIs and channel partners
• Foster ecosystem collaboration to deliver multi-partner solutions
• Lead partner-influenced forecasting and pipeline reviews
• Mentor alliances managers and sales specialists to improve engagement effectiveness
• Ensure cross-functional alignment with Sales, Product, Marketing, Delivery, and Operations
• Oversee governance and reporting for contracts closures and pipeline attainment

• Minimum 15+ years of experience in Alliances, Strategic Partnerships, Channel Sales, Business Development, or Enterprise Sales in ICT/telecom/cloud/cybersecurity/tech services
• Proven experience managing global OEMs, hyperscalers, telcos, GSIs, and strategic ecosystem partners
• Track record of building partner-led revenue models and executing co-sell motions
• Experience in multinational and matrix organizations
• History of managing multi-million-dollar pipelines and enterprise partnerships
• Experience in Continental Europe and regional partner ecosystems advantageous

• Exceptional relationship-building and executive influence
• Strategic thinking with commercial acumen
• Strong negotiation and partnership management
• Partner management and ecosystem development
• Co-sell and joint go-to-market programs
• Vendor management (OEMs, hyperscalers, GSIs)