Business Development Manager for Clever and Energy
Tata Consultancy Services, Santa Barbara, CA, United States
Job Description
This position is part of TCS Clever Energy to drive the growth of Engineering and IoT services for TCS Clever Energy in North America. The ideal candidate will have over 13 years of industry experience shaping proposals, building strong client relationships, and driving solution-based sales while collaborating with cross‑functional teams to create business opportunities and enhance value for Retail, Banking, Manufacturing, CPG, ERU & Utility clients on their Energy Management journey.
Key Responsibilities
Bring the company’s energy management services for Retail, Banking, Manufacturing, CPG, ERU & Utility clients in North America.
Present, promote, and sell TCS Clever Energy Energy & emission management product to existing and prospective customers.
Product sales background preferred, ideally with Energy Management or product companies.
Delivered annual OBV/TCV over USD 10Mn; consistent 10% quarterly growth.
Acquire at least one new customer per quarter and win large deals (USD 10Mn+) every six months.
Close deals within 4–6 months with a WIN:LOSS ratio of 70:30.
Build strong client relationships by understanding client needs and jointly identifying their biggest energy management challenges and preferences.
Collaborate with cross‑functional teams to promote Clever Energy, driving new business opportunities.
Carry out market analysis and lead business planning and strategic sales activities; track sales and report status updates.
Closely monitor client engagement levels, support business reviews, and implement measures to gain traction with clients.
Actively drive awareness of TCS Clever Energy with targeted clients – tradeshows, research‑led thought leadership, client roadshows, and workshops, etc.
Minimum Qualifications
Around 13 years of experience working with Energy Management companies (Ex. Siemens, Schneider, Honeywell, Rockwell etc.) and have experience selling energy management products.
Must be a certified energy expert having familiarity for BAS systems, EMS system, Software, Services & Hardware sales in Energy Management space for commercial & industrial facilities.
Experience of selling products & services particularly covering Energy Management, Digital Engineering, IoT, Edge, Cloud, and Analytics.
Proved track record of selling services / projects / programs valued around $5-10 million in energy management space.
Ability to build client relationships and maintain a strong client network in the Energy Management space.
Experience in developing sales plans for a customer portfolio and individual Account Plans.
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
Preferred Qualifications
Bachelor’s or Master’s degree in engineering
Salary Range: $190,000 - $210,000 a year
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This position is part of TCS Clever Energy to drive the growth of Engineering and IoT services for TCS Clever Energy in North America. The ideal candidate will have over 13 years of industry experience shaping proposals, building strong client relationships, and driving solution-based sales while collaborating with cross‑functional teams to create business opportunities and enhance value for Retail, Banking, Manufacturing, CPG, ERU & Utility clients on their Energy Management journey.
Key Responsibilities
Bring the company’s energy management services for Retail, Banking, Manufacturing, CPG, ERU & Utility clients in North America.
Present, promote, and sell TCS Clever Energy Energy & emission management product to existing and prospective customers.
Product sales background preferred, ideally with Energy Management or product companies.
Delivered annual OBV/TCV over USD 10Mn; consistent 10% quarterly growth.
Acquire at least one new customer per quarter and win large deals (USD 10Mn+) every six months.
Close deals within 4–6 months with a WIN:LOSS ratio of 70:30.
Build strong client relationships by understanding client needs and jointly identifying their biggest energy management challenges and preferences.
Collaborate with cross‑functional teams to promote Clever Energy, driving new business opportunities.
Carry out market analysis and lead business planning and strategic sales activities; track sales and report status updates.
Closely monitor client engagement levels, support business reviews, and implement measures to gain traction with clients.
Actively drive awareness of TCS Clever Energy with targeted clients – tradeshows, research‑led thought leadership, client roadshows, and workshops, etc.
Minimum Qualifications
Around 13 years of experience working with Energy Management companies (Ex. Siemens, Schneider, Honeywell, Rockwell etc.) and have experience selling energy management products.
Must be a certified energy expert having familiarity for BAS systems, EMS system, Software, Services & Hardware sales in Energy Management space for commercial & industrial facilities.
Experience of selling products & services particularly covering Energy Management, Digital Engineering, IoT, Edge, Cloud, and Analytics.
Proved track record of selling services / projects / programs valued around $5-10 million in energy management space.
Ability to build client relationships and maintain a strong client network in the Energy Management space.
Experience in developing sales plans for a customer portfolio and individual Account Plans.
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
Preferred Qualifications
Bachelor’s or Master’s degree in engineering
Salary Range: $190,000 - $210,000 a year
#J-18808-Ljbffr