Position Details: Lead Business Development

Introduction:

Tata Consultancy Services is a leading global IT consulting services company, specializing in delivering innovative technology and business solutions to enterprises worldwide. With a strong presence in the Travel, Transportation, and Hospitality sectors, we pride ourselves on helping our clients navigate complex challenges and achieve sustainable growth through our innovative approach and cutting-edge technology.

We are seeking a dynamic and results-driven Business Development Lead to join our team. This is a key growth and transformation role within TCS’ Major Market Unit, responsible for driving and executing Business Development strategies to acquire target clients across Travel, Transportation and Hospitality (TTH) industries. The ideal candidate will have a deep understanding of these industries, a proven track record in IT and business consulting sales, and the ability to forge strong relationships with key stakeholders.

This is a sales role aimed at acquiring new clients. The candidate will leverage TCS’s entire portfolio of services for targeted firms while working collaboratively with other market development, solutions teams and industry SMEs to generate demand and capture qualified opportunities.

Job Description (Please provide summary of the position):      

                                                   

• Strategic Sales Leadership: Develop and execute a comprehensive sales strategy to drive revenue growth and market share in the Travel, Transportation and Hospitality sectors. Shape new business opportunities and large deals. Achieve growth targets, originate deals, acquire new logos through proactive-demand generation, consultative selling and provide thought leadership to our prospects throughout their buying journey.

• Client Relationship Management: Build and maintain strong, long-lasting relationships with C-level executives, key decision-makers, and influencers within target organizations. Establish cross functional CXO relationships and generate overall market momentum for TCS in the US West markets.

• Market Analysis and Insights: Conduct thorough market research to identify trends, customer needs, and competitive landscape, providing actionable insights to shape sales strategies.

• Sales Pipeline Management: Manage the entire sales cycle from lead generation to closing deals, ensuring a robust pipeline of opportunities and consistent achievement of sales targets.

• Solution Selling: Collaborate with internal teams to design and present tailored IT and business consulting solutions that address client-specific challenges and objectives. Bring positive and scaled impact to our client’s business through TCS’ portfolio of services and solutions.

• Contract Negotiation: Lead contract negotiations, ensuring favorable terms and conditions for both the company and clients, while adhering to legal and compliance requirements.

• Team Collaboration: Work closely with delivery teams, project managers, and technical experts to ensure seamless transition from sales to project execution and customer satisfaction. Bring together TCS ecosystem to structure innovation led partnerships with new clients.

• Reporting and Metrics: Track and report on sales performance metrics, providing regular updates to senior leadership and making data-driven recommendations for continuous improvement.

Qualifications: 

• Education: Bachelor’s degree in business, Marketing, IT, or a related field. MBA or advanced degree from an elite institute is preferred.

• Experience: Minimum of 12-15 years of experience in sales, business development, or a related role within the IT consulting or services industry, with a focus on Travel, Transportation, and Hospitality.

• Industry Knowledge: In-depth understanding of the Travel, Transportation, and Hospitality sectors, including key trends, challenges, and opportunities.

• Sales Acumen: Proven track record of achieving and exceeding sales targets, with experience in complex solution selling and contract negotiation.

• Relationship Building: Strong interpersonal and communication skills, with the ability to build rapport and credibility with clients and internal teams.

• Strategic Thinking: Ability to think strategically, identify business opportunities, and develop innovative solutions to meet client needs.

• Technical Aptitude: Familiarity with IT solutions, digital transformation, and emerging technologies relevant to the Travel, Transportation, and Hospitality domains.

• Travel: Willingness to travel as required to meet with clients and attend industry events.

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