CEOs, Heads of Enterprise Business, Heads of Managed Services and Chief Product Officers for enterprise-telecom, SD-WAN, cloud-connectivity and managed-security platforms in India.
Enterprise Connectivity & B2B Telecom
Executive Search
30+ Enterprise Telecom Placements — with an average 92 Days time-to-placement and a 12-month candidate guarantee.
30+
Enterprise Telecom Placements
92 Days
Avg. Time-to-Placement
90%
Offer Acceptance Rate
12 Months
Candidate Guarantee
Specialisation withinTelecommunications·Connecting the World
India's enterprise-telecom and B2B-connectivity market — Tata Communications, Airtel Business, Jio Business, Sify Technologies, Vi Business, BT Global Services India, Tata Teleservices, Lightstorm, RailTel, PowerGrid Teleservices — serves the country's largest banks, manufacturers, GCCs, GIC captives, hyperscalers and CPaaS buyers with MPLS, SD-WAN, SASE, cloud-connect, IZO private-cloud, CPaaS, IoT and managed-security services across global footprints.
Is This Your Situation?
If any of these sound familiar, you're speaking to the right practice.
→A telco enterprise arm needs a President-Enterprise to grow ARR from ₹7,000 Cr to ₹12,000 Cr in three years
→A global telco-product business seeks a CPO to lead CPaaS, IoT and conferencing platforms from India HQ
→An enterprise-connectivity provider needs a Head of Hyperscaler Partnerships to expand AWS / Azure / GCP cloud-connect revenue
→A managed-security division requires a Head of SOC / Zero-Trust to scale India + global-MSSP revenue
Our Enterprise & B2B Telecom Track Record
Situation:
A global telco needed a President-Enterprise to drive ARR growth and SD-WAN / SASE adoption at large Indian BFSI clients.
Outcome:
Placed a candidate from a global-telco competitor in 108 days; enterprise ARR grew 19% in year one; SASE pipeline tripled.
Situation:
An Indian telco enterprise arm sought a CPO to scale CPaaS, IoT and conferencing across global markets.
Outcome:
Placed a candidate with hyperscaler-and-global-telco pedigree in 102 days; CPaaS revenue grew 34% in 15 months.
All client details anonymised. Specific mandates available for reference under NDA upon request.
Our Enterprise & B2B Telecom Practice
India's enterprise-telecom and B2B-connectivity market — Tata Communications, Airtel Business, Jio Business, Sify Technologies, Vi Business, BT Global Services India, Tata Teleservices, Lightstorm, RailTel, PowerGrid Teleservices — serves the country's largest banks, manufacturers, GCCs, GIC captives, hyperscalers and CPaaS buyers with MPLS, SD-WAN, SASE, cloud-connect, IZO private-cloud, CPaaS, IoT and managed-security services across global footprints.
The sector requires leaders who can grow enterprise ARR, deepen hyperscaler partnerships (AWS Direct Connect, Azure ExpressRoute, GCP Interconnect), lead cloud-connect and IZO product portfolios, drive SASE / Zero-Trust go-to-market and deliver managed-security and CPaaS revenue growth. Gladwin places CEOs, Heads of Enterprise Business, Heads of Global Products, Heads of Managed Services, Chief Product Officers and Heads of Hyperscaler Partnerships for telco enterprise arms and independent B2B-connectivity providers.
As a specialist CEO mandates in enterprise telecom, our practice also covers CPO placements in global-product telcos, our practice also covers Telecommunications practice overview, and as a source for Telecom — satellite communications.
The Enterprise & B2B Telecom Landscape Today
The Indian B2B telecom and enterprise-connectivity market — led by Tata Communications (global ARR >₹20,000 Cr), Airtel Business, Jio Business, Sify and Vi Business — is being reshaped by SD-WAN / SASE, cloud-connect, CPaaS (WhatsApp / RCS), IoT and managed-security growth. GCC / GIC expansion, hyperscaler partnerships and data-sovereignty mandates are driving double-digit growth in managed services and global-product ARR.
Key Leadership Challenges in Enterprise & B2B Telecom
Scaling enterprise ARR across large-account (BFSI, manufacturing, GCC) and mid-market segments with SD-WAN, SASE and cloud-connect
Building and monetising hyperscaler partnerships (AWS, Azure, GCP, Oracle, IBM) and cloud-exchange / IZO / CPaaS / IoT product portfolios
Driving Managed-SOC, Zero-Trust, DDoS-protection and Managed-Detection-and-Response go-to-market across regulated sectors
Executing global-product expansion — voice, CPaaS, conferencing, satellite-capacity — across Tata Communications / Sify international operations
Attracting Chief Product Officers, Heads of Cloud / SDN and Heads of Security from hyperscalers and global-telco competitors
Balancing legacy-MPLS-revenue run-off with SD-WAN / SASE migration without cannibalising profitability
What We Look For in Enterprise & B2B Telecom Leaders
Across mandates, enterprise & b2b telecom leadership tends to cluster into a small set of archetypes. We calibrate each search against the profile your board actually needs — not the one most commonly available.
The Enterprise-Telecom CEO
An enterprise-telecom CEO with global-product stewardship, hyperscaler-partnership credibility and SD-WAN / SASE vision at scale.
The President-Enterprise
A large-account sales leader with BFSI / manufacturing / GCC depth, ARR-growth discipline and managed-services-cross-sell command.
The Chief Product Officer
A CPO with global-product architecture experience across CPaaS / IoT / voice / conferencing and hyperscaler-cloud-connect discipline.
The Cloud / SDN Head
A cloud / SDN / SD-WAN / SASE leader with technical depth, partner-ecosystem fluency and enterprise-migration execution at scale.
The Managed-Security Head
A managed-security leader with SOC / Zero-Trust / Managed-Detection governance, CERT-In compliance depth and MSSP-revenue growth discipline.
The Hyperscaler-Partnerships Head
A hyperscaler-partnerships leader with AWS / Azure / GCP / Oracle / IBM cloud-connect credibility and joint-go-to-market-motion command.
Regulatory & Compensation Context
Regulatory Backdrop
Telecommunications Act 2023 and Indian Telegraph Act 1885; DoT Unified Licence (with Access / NLD / ILD / ISP / IPLC / VPN authorisations); TRAI Act and TRAI (QoS of Broadband Services) Regulations; TRAI regulations for CPaaS / commercial-SMS / OTT-communication services; MeitY intermediary and CERT-In Directions 2022 for managed-security / MSSP operations; DPDP Act 2023; RBI Master Direction on Outsourcing of Information Technology Services for telco-BFSI contracts; SEBI cloud-outsourcing norms for capital-market clients; IT Act 2000 and IT (Reasonable Security Practices) Rules 2011; Companies Act 2013; FEMA and DPIIT Press Note 3; Competition Act 2002; export-control and data-sovereignty norms for cross-border managed-services.
Compensation Architecture
Enterprise-Telecom CEOs: ₹10–25 Cr fixed + STI + ESOP; Presidents-Enterprise: ₹6–15 Cr + STI; CPOs (Global Products): ₹7–16 Cr + STI; Heads of Cloud / SDN / SASE: ₹4.5–9 Cr; Heads of Managed Security / SOC: ₹4–8 Cr; Heads of Hyperscaler Partnerships: ₹4–7.5 Cr; Heads of CPaaS / IoT: ₹4–7 Cr; Heads of Large-Account Sales (BFSI / GCC): ₹3–7 Cr + STI.
Roles We Typically Place
Why Gladwin International Leadership Advisors for Enterprise & B2B Telecom
Placed CEOs, Heads of Enterprise Business and Chief Product Officers at Tata Communications, Airtel Business, Jio Business, Sify and Vi Business
Strong coverage of Heads of Managed Services, Heads of Cloud / SDN and Heads of Hyperscaler Partnerships for enterprise-telecom platforms
Executive-search expertise for Heads of CPaaS, Heads of IoT, Heads of Voice / Conferencing and Heads of Managed Security across global-product organisations
Leadership talent for large-account sales leadership across BFSI, manufacturing, GCC, healthcare and government verticals
Track record placing Heads of Global Products, Heads of Engineering and Heads of Delivery for global-telco subsidiaries and captive product organisations
Confidential succession mandates at independent B2B-connectivity providers (Lightstorm, RailTel, PowerGrid Teleservices) and international-telco India arms
Board and advisory-director searches for PE-backed managed-services and SASE / cloud-connect platforms
Organisations We Serve
Tata Communications
Airtel Business
Jio Business
Sify Technologies
Vi Business
BT Global Services India
Tata Teleservices
RailTel / Lightstorm / PowerGrid Teleservices
Enterprise & B2B Telecom leaders assessed on the Telecom “SIGNAL” framework
Seven dimensions calibrated for telecommunications leadership. Dimensions are calibrated for enterprise & b2b telecom mandates where relevant.
Parent Practice
Return to Telecommunications
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