Leads revenue growth from existing B2B customers through cross-sell, upsell, upgrades, and renewal conversions. Builds account expansion strategies, identifies customer whitespace opportunities, manages regional sales and channel partner collaboration, develops expansion pipelines, forecasts revenue, enables partners, and presents performance insights to leadership. Partners with Product and Marketing on upgrade campaigns and provides market intelligence to influence product strategy.
Position Sr Manager Role Customer Success Lead – Revenue Augmentation Location PAN India Reports to Head Revenue Augmentation & Preservation Key Relationships
Responsibilities:
Experience: 12-15 years of Experience in Enterprise Sales or Account Management or Business Development Qualification: Graduate + MBA (Mktg) Or Engineering Graduate
About Us
External: Customers, Channel Partners, FOS
Internal: Sales, Commercial, Marketing, Solutions, Finance, Collection, Order login, Network.
Key Result Areas:A highly driven and commercially astute Senior Manager to own and accelerate revenue growth from the existing customer base through Cross-Sell, Up-Sell, and Upgrade initiatives across the regions. Responsible for influencing regional sales teams, channel partners, customer success managers, and key customer stakeholders to identify growth opportunities and convert them into revenue.
The incumbent will act as the bridge between Sales, Customer Success, Product, Marketing, and Partner Ecosystems to maximize customer lifetime value, product penetration, and account expansion while delivering predictable revenue outcomes.
Responsibilities:
Revenue Growth & Business Expansion
- Own and deliver Cross-Sell, Up-Sell, and Upgrade revenue targets.
- Create and execute account expansion strategies across existing customer portfolios.
- Identify whitespace opportunities within customer accounts by understanding business needs, product adoption patterns, and market trends.
- Drive renewal-to-upgrade conversion strategies to increase customer lifetime value.
Customer Opportunity Management
- Analyze customer usage, adoption, and engagement data to identify expansion opportunities.
- Build business cases and ROI-driven proposals for customers.
Regional Team Collaboration
- Partner closely with Regional Sales Heads, Customer Success Managers, and Account Managers.
- Enable field teams with expansion playbooks, opportunity identification frameworks, and sales assets.
- Review account pipelines regularly and support closure of strategic opportunities.
- Conduct account review sessions with regional leadership.
Channel Partner Management
- Work with channel partners, distributors, and alliance partners to generate expansion business.
- Create joint business plans focused on account penetration and revenue growth.
- Conduct partner enablement programs on new products, upgrades, and solution offerings.
- Drive partner accountability against expansion revenue targets.
Forecasting & Pipeline Management
- Build and maintain a healthy expansion revenue pipeline.
- Ensure accurate forecasting of cross-sell and upgrade opportunities.
- Drive opportunity progression through structured pipeline reviews.
Product & Market Insights
- Collaborate with Product and Marketing teams to launch upgrade campaigns and expansion programs.
- Provide customer feedback and market intelligence to influence product roadmaps.
- Monitor competitor offerings and identify positioning opportunities.
Executive Reporting
- Present business reviews, pipeline health, risk assessments, and growth opportunities to leadership.
- Track key revenue expansion metrics and publish periodic performance dashboards.
Understanding of B2B Segment along with good Analytical Skills
Good Oral and Written Presentation skills
Strong crosses functional skills to collaborate with commercial, program management, Technology and Finance.
Innovative and flexible in strategizing GTM Approach
Flexible for learning new products and processes.
Experience: 12-15 years of Experience in Enterprise Sales or Account Management or Business Development Qualification: Graduate + MBA (Mktg) Or Engineering Graduate
About Us
Transforming Businesses through Digitalization
Tata Tele Business Services (TTBS), belonging to the prestigious Tata Group of Companies, is the country’s leading enabler of connectivity and communication solutions for businesses. With services ranging from connectivity, collaboration, cloud, security, IoT, and marketing solutions, TTBS offers the largest portfolio of ICT services for businesses in India. With an unwavering focus on customer-centricity and innovation, TTBS continues to garner recognition from customers and peers alike.
Our People Shape Our Journey Ahead
We are India’s leading enabler of digital connectivity and technology solutions for businesses - a feat possible only because we are fueled by the dedication and passion of our people. We welcome the finest talent and believe in nurturing and mentoring them to rise into leadership roles, while standing tall on our ethics and values.
Tata Tele Business Services Navi Mumbai, Maharashtra, IND Office
D-26, TTC Industrial Area, MIDC Sanpada, P.o., Turbhe, Navi Mumbai, Maharashtra, India, 400703
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