Regional Industry Sales ...

About the Role

Key Responsibilities

• Achieve monthly, quarterly, and annual sales targets established by the Market Unit Head.
• Achieve lead generation, prospecting, and other sales management goals to build an optimal pipeline.
• Drive proactive deal creation process by aligning with the CEO's agenda in targeted companies.
• Develop strong, long-term relationships and referrals with senior management at targeted firms.
• Manage end-to-end sales process including initial communication, problem discovery, solution development, presentations, RFI responses, workshops, RFP submissions, negotiations, and deal signings.
• Collaborate with TCS' large deal team, presales, and delivery teams to ensure solutions meet customer needs.
• Support customers during initial engagement phases and follow up to ensure client satisfaction.
• Support market research and competitive positioning analysis with regional presales, marketing, and product teams.
• Manage day-to-day progress of the sales team comprising individual contributors.
• Improve brand awareness and reputation of TCS in the market.

Requirements

• Strong hunter profile with a proven track record of success in selling large deals.
• Demonstrated consistent over-achievement of client acquisition and sales revenue targets.
• Approximately 20 years of experience in selling IT services, including 10 years within the region.
• Experience working in a leading IT services & products firm with offshore team collaboration.
• Strong local contact base and access to industry associations and alumni within the region.
• Good understanding of Manufacturing and Technology industries.
• Ability to create proactive, discussion-led deals with CXOs.
• Experience with RFI and RFP issuance and response management.
• Experience working with Third Party Advisory Firms (e.g., ISG, Avasant) and Management Consulting firms (e.g., BCG, McKinsey, KPMG).
• Understanding of customer buying processes.
• Ability to maintain sales focus during long sales cycles of six to nine months.
• Demonstrated ability to manage complex negotiations with senior-level executives.
• Willingness to travel regularly to prospect and customer locations.

Nice to Have

• MBA degree.

Qualifications

• Bachelor's degree (required).
• MBA (preferred).

Benefits & Perks

• Salary range of $230,000 to $280,000 per year.