Solution Director Continuous Manufacturing

Solution Director Continuous Manufacturing

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Solution Director Continuous Manufacturing

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The role is responsible to work in tandem with the various Sales Teams of IOT & DE and contextualize the solutions for the business. The role reports into the NA Sales Head and through him / her to Industry Subunit Head responsible for the business segment. The role is strategic in nature, with high visibility and responsibility.
Role 1: Solution Director - Continuous / Process Manufacturing (Chemical, Pharma, Oil & Gas, Paper, Glass and related areas). Focus on solution based selling in the areas of Manufacturing Systems (MES / MOM), Industry 4.0 / Smart Manufacturing, Asset Management, Industrial Automation, Control Systems etc.
Following would be some of the key roles and responsibilities:

• Engage with the CXO leadership in key accounts to build long term relationships to sight opportunities ahead of their formal bidding, shape the opportunities.
• Position our Industry Solutions / Services with our clients in the context of their business challenges from an entrepreneurial and holistic perspective with innovative ideas
  

oAnalyze the customer requirement (Proactive pitch, RFI, RFP) to arrive at the best fit / innovative solution to meet customer needs.
oBuilds case for action and helps to obtain buy-in from executive sponsors of the mission, vision and strategy and case for action.

• 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.
• Engage with different sales and pre-sales teams of TCS to architect and 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.
• Co-ordinate with external partners (where necessary) to define product leverage for client needs / Connects with local boutique partners and firms for niche solutions.
• 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)
• TCV (Total Contract Value) of deals closed, especially new deals with Deal Conversion & Win Rate
• CXO connects established and executive connects made
• Customer Satisfaction
• Leverage of Partnerships / Alliances
• Solutions and Services developed for the clients and monetized
  

Qualifications
(Rationalizes basic requirements for candidates to apply. Helps w/rationalization when detailed.

• Graduate in Engineering, preferably Post Graduate in Enginee ring / Management
• 20+ Years in P&L Business Management / Program Management / Business Development / Consulting in the areas of IOT. & Digital Engineering
• Experience in firms as Infosys / Accenture / Deloitte /CapGemini / IBM / HCL in similar capacity
• Exposure / experience in working with India based offshore operations
• Worked on large global opportunities or bids / projects etc.
• Hands on working experience through consulting / industry experience in the areas of engineering and / or IOT
  

Subject Competencies

• IoT / Engineering / Digital Engineering Experience in Industry / Consulting
• Understanding of key digital technologies, like PLM, MES, IoT, Smart Manufacturing, Cloud, IOT Platforms, AI/ML / Gen AI, AR-VR etc. and the products that leverage these technologies
• Good understanding and experience of working with different digital technologies for understanding solutions, especially cloud enablement, agile etc.
• A good understanding of technology trends, market forces and industry imperatives as energy transition, sustainability, electrification, e-mobility, servitization etc.
• Worked across industries & partner products.
• Consultative sales experience with advisory services at CX level
• Held sizable P&L and Business Development responsibilities with targets.
• Experience in leading large bids in sales / pre-sales responsibilities.
• Consultative sales approaches & skills for Point of View articulation for CX level
• Willing to travel extensively (under approved external operating conditions)
• Industry Certifications in Digital technologies (like Big Data Analytics, Digital Marketing, AI/ML etc.) will be advantageous.
  

Attributes

• Entrepreneurial and is comfortable working in a complex and fast-paced environment.
• Experience in working with distributed teams are highly desired.
• Should have excellent understanding of working with the onsite offshore mode.
• Industry Experience (across a span of industries / adjacent industries)
• Worked in large professional services firms.
• Fluent in English and are a confident communicator.
• Ability to develop value-creating strategies and models that enable clients to innovate, drive growth and increase their business profitability while remaining a sustainable business.
• Ability to assess the current processes, identify impro vement areas and suggest the technology solutions.
• Logical thinking and problem-solving skills
  

Salary Range: $161,500-$218,500 a year

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Information Technology

• Industries

  IT Services and IT Consulting

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