Innovation Product - Business Lead
Note: This role is geographically flexible based on the candidate's experience and business rationale for choosing a specific location.
a) Key Objective / Purpose of the Job:
Join our Product Innovations initiative, where we provide you with the opportunity to create new business models that leverage our global leadership position in telecommunications and institutional knowledge to build solutions for the new digital world.
This role will be part of the Corporate Venturing & Innovation group (CVIG). The CVIG team discovers, develops, and commercializes intellectual property generated by Tata Communications to help transform the direction of our company.
This person will be responsible for rotating between different products to ensure commercialization. This includes ownership of the technical relationships with customers and prospects, and the ability to match technology opportunities with customers’ business needs. This person should maintain effective communication with our idea team and control cost structure, appropriate for the business, and where possible collaborate with TCL teams to enable product, operations and sales, including joint GTM to TCL strategic accounts. The individual should possess a technical background to sufficiently hold conversations with technical architects from client side. You will ultimately be responsible for evangelizing, qualifying and closing deals for Tata Communications.
While this role starts off as a contractor role, it is the hope that this candidate will be quickly converted to a full time, salaried position once this individual has demonstrated both high quality deliverable output along with an equally high character and the new product is able to develop sufficient revenue momentum.
b) Major Activities
The team has already built an initial product and is currently pursuing multiple POCs with enterprise customers. This year the team has steep revenue targets. You will be joining the team as we look to commercial this product.
We are looking for a candidate with a minimum of 3-4 years of experience in a similar role. You will be a person who is flexible and willing to roll up your sleeves wherever needed to get customers onboarded and revenue booked. This could mean any combination activities on a given day.
c) Business Duties
- Take our growth products from MVP to multiple Enterprise deal wins
- Use a consultative and collaborative approach to build a B2B business development function for new products by utilizing strong customer relationship skills
- Generate, manage (POCs/ Commercializations etc) and maintain (sales process/ CRM etc) an active customer funnel, with clear revenue accountability (pre and post sales)
- Help to establish a clear proof of business for our growth products, including deal structure, value proposition, product level cost structure and appropriate GTM strategy
- Understanding of user experience to walk through customer journey
d) Technical Duties
- Participate in an overall business strategy creation, including identifying customer segment priorities and associated technical and operating challenges under a given budget
- Collaborate with technical resource(s) to develop relevant product features and capabilities in product roadmap by providing enough industry/customer insights
- Help craft a user interface with input from other stakeholders managing major design feature tradeoffs for speed of execution, reliability, cost, etc.
- Understanding of databases and telecoms enough to answer high-level questions For example about cyber security, scalability costs for customers, etc.
- Being able to build business cases - financially model different cost/revenue scenarios based on projected customer base and inputs from technical architect
e) Partnership Duties
- Working proactively with business units to identify vendor partnerships and outreach list for key areas of service
- Serve as the main day-to-day point of contact for a variety of partners, troubleshooting issues and responding to time-sensitive inquiries
- Navigate cross-functional complexity to quickly and effectively bring open issues to resolution and drive incremental growth for our partnerships.
- Executing RFPs, NDAs, and commercial vendor selection criteria as needed to assist with product sales
- Oversee all aspects of partnership launches and in-life management, working closely with product, engineering, marketing, legal and content partnerships.