Deputy General Manager-GTM

Deputy General Manager-GTM

About 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

Job Description

Broad objective of the role
Overall Objective of the position
To leverage disruptive technology start-up partnerships and strategic investments to significantly impact TCL's new services roadmap and business profitability objectives as outlined in Strategy

Corporate venturing - External Innovation
Setup and drive TCL's external innovation program across the globe working closely with start-up innovation partners (External) on one hand and TCL's Lines of Business (LOBs) / Functions (Internal) on the other hand. The aim is to foster an innovation culture, identify new technologies to build TCL's technology / product leadership, facilitate Proof of Concepts (PoC) and partnerships with external startups to defend better against disruptive trends while strategically impacting TCL's long term business performance, revenue and costs. Represent TCL / speak in startup forums like CII, Nasscom, Telecom Council of Silicon Valley etc.

Strategic Investments / startup partnerships
Built and manage ecosystem partnerships with VCs, incubators, government agencies and startups. Evaluate, manage and leverage direct strategic investments by TCL in startups closely working with LoBs / functions e.g. Sentient etc.
Work with educational institutes like Wharton and Harvard for innovation related research projects and engaging with TCL stakeholders on innovation

Corporate venturing - Internal Venturing / Portfolio decisions
Enable formation of spin out entity structure for TCL internal startups that are in a scale up model working closely with cross functional stakeholders. Advise TCL's internal start-ups on strategy, hiring talent, venture capital (VC) interactions and funding / external investments. Manage corporate partnership with incubators to support TCL's internal venturing (STF) program as well as for external startup scouting. Periodically review and aid product level portfolio decisions at corporate level working closely with MD, CSO and CFO

Minimum qualification & experience
* Experience working in the global ICT sector, including Telecom, IT and Consulting
* Experience in driving cross-functional teams / projects in a leadership position with demonsrable impact
* Experience in strategy, technoloy evaluation and preferable M&A / investment evaluation
* Market facing experience, preferably in international sales / business development, partnerships and strategy consulting

Other knowledge/skills
* Good understanding of technology trends and strategic implications
* Strategic analysis and logical reasoning skills
* Excellent communication and presentation skills
* Relationship management skills and very high level preserverence
* Self started and comfort with ambiguity

KEY RESPONSIBILITIES
1.Corporate venturing (External Innovation) - Build start-up ecosystem partnerships across major innovation hubs globally, actively manage funnel / pipeline and communicate internally
? Define a structured External Innovation program aligned to Strategy 2.0 and TCL Portfolio objectives
? Build strong relationships with External Innovation partners viz. Venture Capital (VCs) firms, incubators / accelerators, government bodies and corporate VCs across key global Innovation hubs viz. Silicon Valley, Singapore, Israel, India and UK
? Work closely with external innovation partners to sense innovative technologies and trends, scout for emerging market disrupting innovative companies and establish initial contact with them
? Align innovation partner priorities around major areas / themes identified for innovation in discussion with LOBs / key functions and work with these partners to scout for theme based start-ups
? Maintain funnel / pipeline of start-up engagements with ecosystem partners and internal LOBs, active and closed
? Communicate technology / competitor trends around innovation and interesting ideas to the GMC / G30 / LF on a periodic basis or as needed

Qualitative
* Breadth and depth of partnerships built
* Active list of themes to explore with LOB / Function buy-in
* Periodic report on Innovation trend and pipeline to the GMC / G30 / LF

Quantitative
* No of start-ups introduced to LOB / functions
* No of Innovation partners tied up with

2.Corporate venturing (External Innovation) - Help LOBs / Functions in driving their innovation priorities by leveraging the start-up ecosystem
? Work closely with Lines of Business (GNS, IDC, Media, UCC, Mobility, Healthcare, TCTS) and functions (Sol Eng, CSO, IT) heads and their engineering, product and solution teams to outline key themes to explore for external scouting in line with their long term strategic objectives and roadmap priorities
? Do preliminary scan and strategic fit analysis of the target technology company, shortlist and introduce the relevant ones to TCL LOBs / Functions / Corporate to explore potential technology fit with LOB / Function platforms and roadmap or evaluate at corporate level for new business creation
? Maintain a start-up funnel and proactively engage with LOBs / functions to help them action these into POCs and potential contracts for white label joint GTM or internal deployment
? Organize need or theme based Silicon Valley start-up interactions or immersion week for LOBs / functions on periodic basis

Quantitative
* Strategic benefit - significantly impact TCL new services / product revenues
* No of Fund's funnel companies introduced to LOBs / Functions
* No of POCs and contracts with startups signed by LOB / functions

Qualitative
* Feedback from LOB / Function heads on quality of engagement and strategic benefits realised over time
* Feedback from innovation partners on quality of TCL engagement

3.Strategic investments / startup partnerships - Manage Northgate & other VC investments
? Serve as the designated representative from TCL in the VC fund's Adivosry Board that TCL decides to invest in as a limited partner
? Participate in the quarterly Advisory board meetings of the VC fund along with other LPs
? Engage regularly and proactively with VC fund team to provide regular feedback on startups under investment consideration, ensure alignment on themes to explore, generate funnel, establish 1-2-1 contact with portfolio companies including site visits and introduce the ones with potential strategic fit to TCL LOBs / Functions
? Build relationships with other Limited Partners (LPs) and explore areas of strategic cooperation
? Engage LOB in interactions with VC partners and its portfolio companies to maximise leverage
? Nurture and grow the fund relationship to create visible impact for the fund as well as tangible (new offerings, new technology built) and intangible (innovative culture, external mindset, responsiveness) benefit for TCL over long term
? Provide regular reports / updates to the GMC / G30 and TCL Board on fund's progress, impact created and key learning thereof
? Periodically report fund's performance to the TCL Finance and audity teams

Quantitative
* No of Fund's funnel companies introduced to LOBs / Functions
* No of POCs and contracts with startups introduced by the VC Fund

Qualitative
* Feedback from VC fund LPs on quality of contribution to advisory board duscussions
* Quality of relationship built with key LPs
* Feedback from internal LOBs / functions
* Quarterly fund performance report to Finance/Audit

4.Strategic Investments - Minority Investment in start-ups (strategic reasons)
(a) Evaluate potential investment option in external technology start-ups critical to TCL / LOB roadmap development, success and sustainability
(b) Work closely with relevant business stakeholder, target company and cross-functions including legal, finance, tax, M&A etc for due diligence as well as business case for investment
(c) Study best practices and build strategic justification for making minority investment vs. commercial partnership
(d) Facilitate the transaction, including term sheet negotiation with the target
(e) Manage the investment portfolio company relationship and drive engagement across TCL to leverage the investment for strategic benefit
(f) Negotiate terms of contract for POCs with portfolio companies and provide governance
(g) Periodically report investment comany performance / financial statements to finance / audit team

(a) # of investment decisions made
(b) Strategic benefit - significantly impact new services / product revenue as per Strategy
(c) # of POCs / contracts with invested companies
(d) Straegic benefit - revenue upside, cost saved - long term measure
(e) Quarterly startup performance report to Finance / Audit teams
(f) 3-4X financial return on invested capital

5.Corporate venturing (Internal) - Portfolio decisions
(a) Portfolio review / decisions: Create corporate level portfolio analysis framework, conduct analysis and aid portfolio decisions, working closely with MD/CEO, CFO and CSO; Refresh and review periodically with GMC
(b) Portfolio investment (special) projects: Selectively drive market entery strategy, partner selection and execution for Special portfolio investment projects

(a) Stakholder senior leadership feedback
(b) Porfolio analysis framework & decisions
(c) Successful market entry (M&A or partnership)

6.Corporate venturing (Internal) - decisions support to TCL Internal Ventures in scale up mode
(a) Spin-outs structure: Evaluate options based on industry best practices and enable formation of spin-out entity structure for TCL internal startups (STF projects) working closely with cross functional stakeholders viz. Finance, legal, tax, audit and external consultants / legal cousels. Start with IoT and Criteria
(b) Advise TCL's internal start-ups (STF project leads) on strategy, hiring talent, venture capital (VC) interactions and funding / external investments, on an as needed basis
(c) Put in place Boards and governance for the spin-out entities and drive institutionalisation, including appointing external board members
(d) Leverage External Innovation partners to ave the internal STF teams connect with promising startups in their domain

(a) Board approval and implementation of the spin-out structure
(b) Quality of support - feedback from Incubating (STF) teams being supported
(c) Regularity of startup Board reviews
(d) No of ideas going into execution

7.Team management, coaching and career development
(a) Manage a direct team as well as indirect cross-sectional teams that will work on innovation / investment projects
(b) Mentoring and coaching the team, both direct as well as indirect team members like GCP / TAS
(c) Facilitate team members with their career and development goals, both short term as well as medium-long term

(a) Managerial Effectiveness score
(b) CFT score / feedback on quality of engagement and impact
(c) Frequency of team meetings and 1-2-1 connects

Skills

go to market, gtm, strategic analysis, strategy evaluation, strategy management, value proposition, channel management, market research, international sales, sales, business development