TEPHRA
Business Relationship Manager _ Industrial _ Large Account
TEPHRA, Charlotte, North Carolina, United States, 28245
Description
TCS's IoT and Digital Engineering Service Line focuses on managing a large relationship, ensuring customer delight, and mining accounts to drive business growth for a large US-based conglomerate with industry-leading products and services across aerospace, automation, and energy. The candidate builds excellent client relationships, manages program expectations in collaboration with delivery teams, engages in account‑mining activities to enable growth, and builds partnerships for services spanning product engineering, manufacturing, supply chain, sustainability, etc. The ideal candidate has over 15 years of industry experience shaping proposals, building strong client relationships, managing account‑level P&L, opportunities mining, and shaping proposals while collaborating with cross‑functional teams to identify and build solutions for business opportunities and enhance value for clients.
Key Responsibilities
Lead, grow, and manage engineering, manufacturing, and IoT solutions and services across industrial machinery customers, including manufacturing transformation, edge‑to‑cloud IoT platforms/applications, and entire product life‑cycle management services.
Engage senior client executives, IT & business leaders, and procurement stakeholders to build long‑term partnerships.
Monitor account performance, lead business reviews, and support relationship management to expand service footprint, especially in a large relationship.
Drive account mining, identify opportunities for pipeline development, and manage sales cycles to closure, contributing to revenue growth and market expansion positioning IoT and digital engineering services to prospective and existing clients.
Build and maintain account maps, identify high‑potential opportunities, and strategize go‑to‑market plans with technical and sales leadership.
Represent the company at industry events and build visibility through thought leadership and client engagements.
Must‑Have Skills
Strong domain experience in aerospace, building, and industrial automation; proven account management and client‑relationship experience in the US region, specifically managing a large relationship.
Exceptional communication and stakeholder management skills.
Bachelor’s in engineering / Master in engineering / Master in business administration with 15+ years of experience, including at least 5+ years of large‑relationship and account management.
Experience and deep domain knowledge in aerospace, building, and industrial automation.
Experience positioning offerings, developing and presenting proposals, value propositions, business cases, and complex deal structuring.
Good technical and functional skills with ability to engage customers with consultative selling; ability to understand market/customer needs and work with solution teams to develop innovative solutions for the industry.
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Key Responsibilities
Lead, grow, and manage engineering, manufacturing, and IoT solutions and services across industrial machinery customers, including manufacturing transformation, edge‑to‑cloud IoT platforms/applications, and entire product life‑cycle management services.
Engage senior client executives, IT & business leaders, and procurement stakeholders to build long‑term partnerships.
Monitor account performance, lead business reviews, and support relationship management to expand service footprint, especially in a large relationship.
Drive account mining, identify opportunities for pipeline development, and manage sales cycles to closure, contributing to revenue growth and market expansion positioning IoT and digital engineering services to prospective and existing clients.
Build and maintain account maps, identify high‑potential opportunities, and strategize go‑to‑market plans with technical and sales leadership.
Represent the company at industry events and build visibility through thought leadership and client engagements.
Must‑Have Skills
Strong domain experience in aerospace, building, and industrial automation; proven account management and client‑relationship experience in the US region, specifically managing a large relationship.
Exceptional communication and stakeholder management skills.
Bachelor’s in engineering / Master in engineering / Master in business administration with 15+ years of experience, including at least 5+ years of large‑relationship and account management.
Experience and deep domain knowledge in aerospace, building, and industrial automation.
Experience positioning offerings, developing and presenting proposals, value propositions, business cases, and complex deal structuring.
Good technical and functional skills with ability to engage customers with consultative selling; ability to understand market/customer needs and work with solution teams to develop innovative solutions for the industry.
#J-18808-Ljbffr