Business Relationship Manager Industrial
Tata Consultancy Services, Milwaukee, Wisconsin, United States, 53244
Overview
Job Description
This position is part of TCS’s IoT and Digital Engineering Service Line, focusing on driving business growth for customers in the Industrial Machinery Industry segment such as Heavy engineering and Construction Equipment, Agriculture & Farm Machinery, Industrial Machinery & Supplies, etc. The associate will be a “Hunter” and develop revenue-producing relationships with decision-making CxO level executives at targeted accounts/logos, and drive the sales cycle of all assigned/generated sales opportunities from initial prospect communication through contract execution. The candidate will be the single point of contact for the customers, drive sales, manage this high-value account, and build partnerships for services spanning across product engineering, manufacturing, supply chain, sustainability, etc. The ideal candidate will have over 15 years of industry experience shaping proposals, building strong client relationships, and driving sales while collaborating with cross-functional teams to create business opportunities and enhance value for clients.
Key Responsibilities
Lead, Sell 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 lifecycle management services.
Drive pipeline development and manage sales cycles to closure, contributing to revenue growth and market expansion by positioning IoT and Digital Engineering services to prospective and existing clients.
Collaborate with regional sales teams to acquire new logos for IoT & DE business for TCS.
Provide domain expertise to help shape solutions, proposal creation, and value articulation to customers.
Carry out market analysis and lead business planning and strategic sales activities.
Actively engage in the marketplace to drive awareness of IoT & Engineering solutions with targeted clients through tradeshows, thought leadership, client roadshows, and workshops.
Engage senior client executives, IT & business leaders, and procurement stakeholders to build long-term partnerships.
Build and maintain account maps, identify high-potential opportunities, and strategize go-to-market plans with technical and sales leadership.
Monitor account performance, lead business reviews, and support relationship management to expand service footprint.
Represent the company at industry events and build visibility through thought leadership and client engagements.
Must-Have Skills
Strong domain experience in industrial segments such as Heavy Engineering and Construction Equipment, Agriculture & Farm Machinery, Industrial Machinery & Supplies, etc.
Proven sales and client relationship experience in the US region.
Exceptional communication and stakeholder management skills.
Qualifications
Bachelor’s in engineering / Master in Engineering / Master in Business Administration with 15+ years of experience, including at least 5+ years in business development experience in shaping and selling large-scale technology solutions.
Experience and deep domain knowledge in Industrial Machinery customers such as Heavy Engineering and Construction Equipment, Agriculture & Farm Machinery, Industrial Machinery & Supplies, etc.
Experience in positioning offerings, developing and presenting proposals, value propositions, business cases, and complex deal structuring.
Strong technical 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.
Salary Range: $150,000-$174,000 a year
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This position is part of TCS’s IoT and Digital Engineering Service Line, focusing on driving business growth for customers in the Industrial Machinery Industry segment such as Heavy engineering and Construction Equipment, Agriculture & Farm Machinery, Industrial Machinery & Supplies, etc. The associate will be a “Hunter” and develop revenue-producing relationships with decision-making CxO level executives at targeted accounts/logos, and drive the sales cycle of all assigned/generated sales opportunities from initial prospect communication through contract execution. The candidate will be the single point of contact for the customers, drive sales, manage this high-value account, and build partnerships for services spanning across product engineering, manufacturing, supply chain, sustainability, etc. The ideal candidate will have over 15 years of industry experience shaping proposals, building strong client relationships, and driving sales while collaborating with cross-functional teams to create business opportunities and enhance value for clients.
Key Responsibilities
Lead, Sell 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 lifecycle management services.
Drive pipeline development and manage sales cycles to closure, contributing to revenue growth and market expansion by positioning IoT and Digital Engineering services to prospective and existing clients.
Collaborate with regional sales teams to acquire new logos for IoT & DE business for TCS.
Provide domain expertise to help shape solutions, proposal creation, and value articulation to customers.
Carry out market analysis and lead business planning and strategic sales activities.
Actively engage in the marketplace to drive awareness of IoT & Engineering solutions with targeted clients through tradeshows, thought leadership, client roadshows, and workshops.
Engage senior client executives, IT & business leaders, and procurement stakeholders to build long-term partnerships.
Build and maintain account maps, identify high-potential opportunities, and strategize go-to-market plans with technical and sales leadership.
Monitor account performance, lead business reviews, and support relationship management to expand service footprint.
Represent the company at industry events and build visibility through thought leadership and client engagements.
Must-Have Skills
Strong domain experience in industrial segments such as Heavy Engineering and Construction Equipment, Agriculture & Farm Machinery, Industrial Machinery & Supplies, etc.
Proven sales and client relationship experience in the US region.
Exceptional communication and stakeholder management skills.
Qualifications
Bachelor’s in engineering / Master in Engineering / Master in Business Administration with 15+ years of experience, including at least 5+ years in business development experience in shaping and selling large-scale technology solutions.
Experience and deep domain knowledge in Industrial Machinery customers such as Heavy Engineering and Construction Equipment, Agriculture & Farm Machinery, Industrial Machinery & Supplies, etc.
Experience in positioning offerings, developing and presenting proposals, value propositions, business cases, and complex deal structuring.
Strong technical 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.
Salary Range: $150,000-$174,000 a year
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