Business Relationship Manager

* Responsible for meeting the Revenue, Pipeline, and TCV goals in the segment. The role therefore entails

o Engage with the Customer leaders to build long term relationships to sight opportunities ahead of their formal bidding, shape the opportunities

o Build case for action and helps to obtain buy-in from executive sponsors of the mission, vision and strategy and case for action.

o Position our Industry Solutions / Services with our clients in the context of their business challenges from an entrepreneurial and holistic perspective with innovative ideas

o Engage with different sales and pre-sales teams of TCS to articulate comprehensive solutions for addressing the client needs; support development of sales & pre-sales pitch & value proposition and high-quality proposals with top notch brand based on their specific needs, industry sector trends & best practices.

* Develop account centric growth plans aligned to clients' strategies

o Provide oversight to large / strategic transformative engagements with our clients, participate in steering committees, address issues and challenges in delivery, execution, support - participate in programs in advisory / partner role as per need.

o Work with the larger delivery unit to shape customer relationships, define strategies for growth etc.

* Understand market trends and define market strategies

o Co-ordinate with external partners (where necessary) to define product leverage for client needs / Connects with local boutique partners and firms for niche solutions.

o Position the Unit and its Services in the Market in engagements with Analysts, Business Partners, Product Vendors, Events, Seminars etc.

KPIs relevant for the role

* Metrics (Top Line Growth) in line with the AOP

* Pipeline development and TCV (Total Contract Value) of deals closed, especially new deals with Deal Conversion & Win Rate

* CXO connects established and executive connects made

* Proactive deal shaping

* Leverage of Partnerships / Alliances

* Service line leverage & penetration

Qualifications:

* Overall 13+ Years covering aspects of P&L Business Management / Program Management / Business Development / Consulting in the areas of IOT & Digital Engineering

* Exposure / experience in working with India based offshore operations

* Worked on large global opportunities or bids / projects etc.

* Consultative sales experience with advisory services at CX level

* Held P&L / Business Development responsibilities with targets.

Salary Range: $200,000 - $250,000 a year

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