Tata Consultancy Services
Regional Industry Sales Lead, Defense & Manufacturing
Tata Consultancy Services, Washington, District of Columbia, us, 20022
Regional Industry Sales Lead, Defense & Manufacturing
Job Description: Regional Industry Lead (Business Development) for the US South region focusing on manufacturing and Defense verticals. This leadership role is within the TCS Manufacturing Business Unit sales team and is responsible for executing regional sales and business development strategies for targeted defense companies, in collaboration with the US South region business development team.
Overview The candidate will play a coach and hunter role, leading a team and acquiring new clients for TCS in the market. They will drive consultative sales for the full TCS portfolio including IT managed services, ERP Transformation, Business Consulting, Digital Services, BPO, ADM, IS and Engineering Services. The primary responsibility is to achieve sales quota (TCV and Revenue) for the TCS services in the identified market. The candidate will develop sales and revenue-producing relationships with CXOs (CEO, CFO, CIO, CPO, CDO, etc.) and drive the end-to-end sales cycle from initial prospect communication through contract execution. The role is supported by a large deal team, presales, domain & solutioning teams.
Responsibilities
Achieve monthly, quarterly, and annual sales targets established by the Market Unit Head
Achieve lead generation, prospecting and other sales management goals designed to build an optimal opportunity pipeline
Drive proactive deal creation process by aligning to the CEO’s agenda in the targeted companies
Personally develop strong, long-term relationships and referrals with senior management at targeted firms
Manage end-to-end sales process for all opportunities including initial client communication, problem discovery, solution hypothesis development, on-site presentations, RFI responses, multi-day client workshops, RFP submissions, negotiations, and deal signings
Act as the focal point for all communication and sales activities with prospects and newly acquired customers
Work in close collaboration with TCS’ large deal team, presales, and delivery teams to ensure proposed solutions meet customer needs
Provide support to customers during initial phases of an engagement and ensure total client satisfaction throughout the life cycle
Support market research and competitive positioning analysis with regional presales, marketing, and product development teams
Adhere to all TCS sales, HR, and corporate ethical policies and guidelines
Demonstrate strong communication and presentation skills to establish interest, credibility, and trust
Manage day-to-day progress of the sales team
Improve brand awareness and reputation of TCS in the market
Qualifications
Strong hunter profile with a proven track record of success in selling large deals
Consistent over-achievement of client acquisition and sales revenue targets
About 20 years of experience in selling IT services (10 years within the region)
Experience with offshore teams and familiarity with leading IT services & products firms
Strong local contact base and access to alumni and industry associations within Aerospace & Defense
Understanding of Aerospace & Defense industry manufacturing technologies
Ability to create proactive, discussion-led deals with CXOs
Experience with supplier selection processes including RFI and RFP issuance and responses
Experience with opportunities run by Third Party Advisory Firms and management consultancies
Understanding of customer buying processes
Ability to maintain strong sales management focus during typical 6–9 month sales cycles
Demonstrated ability to manage complex negotiations with senior executives
Travel Requirements
The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building
Education Requirements
Bachelor’s degree (required)
MBA (preferred)
Location & Salary Location: Washington DC - VA
Salary Range: $230,000-$280,000 a year
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Overview The candidate will play a coach and hunter role, leading a team and acquiring new clients for TCS in the market. They will drive consultative sales for the full TCS portfolio including IT managed services, ERP Transformation, Business Consulting, Digital Services, BPO, ADM, IS and Engineering Services. The primary responsibility is to achieve sales quota (TCV and Revenue) for the TCS services in the identified market. The candidate will develop sales and revenue-producing relationships with CXOs (CEO, CFO, CIO, CPO, CDO, etc.) and drive the end-to-end sales cycle from initial prospect communication through contract execution. The role is supported by a large deal team, presales, domain & solutioning teams.
Responsibilities
Achieve monthly, quarterly, and annual sales targets established by the Market Unit Head
Achieve lead generation, prospecting and other sales management goals designed to build an optimal opportunity pipeline
Drive proactive deal creation process by aligning to the CEO’s agenda in the targeted companies
Personally develop strong, long-term relationships and referrals with senior management at targeted firms
Manage end-to-end sales process for all opportunities including initial client communication, problem discovery, solution hypothesis development, on-site presentations, RFI responses, multi-day client workshops, RFP submissions, negotiations, and deal signings
Act as the focal point for all communication and sales activities with prospects and newly acquired customers
Work in close collaboration with TCS’ large deal team, presales, and delivery teams to ensure proposed solutions meet customer needs
Provide support to customers during initial phases of an engagement and ensure total client satisfaction throughout the life cycle
Support market research and competitive positioning analysis with regional presales, marketing, and product development teams
Adhere to all TCS sales, HR, and corporate ethical policies and guidelines
Demonstrate strong communication and presentation skills to establish interest, credibility, and trust
Manage day-to-day progress of the sales team
Improve brand awareness and reputation of TCS in the market
Qualifications
Strong hunter profile with a proven track record of success in selling large deals
Consistent over-achievement of client acquisition and sales revenue targets
About 20 years of experience in selling IT services (10 years within the region)
Experience with offshore teams and familiarity with leading IT services & products firms
Strong local contact base and access to alumni and industry associations within Aerospace & Defense
Understanding of Aerospace & Defense industry manufacturing technologies
Ability to create proactive, discussion-led deals with CXOs
Experience with supplier selection processes including RFI and RFP issuance and responses
Experience with opportunities run by Third Party Advisory Firms and management consultancies
Understanding of customer buying processes
Ability to maintain strong sales management focus during typical 6–9 month sales cycles
Demonstrated ability to manage complex negotiations with senior executives
Travel Requirements
The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building
Education Requirements
Bachelor’s degree (required)
MBA (preferred)
Location & Salary Location: Washington DC - VA
Salary Range: $230,000-$280,000 a year
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