Position Details: Head of Pre- Sales

About the Job

This role is focused towards enabling and driving the growth of Cognitive Business Operations – Supply Chain and Sourcing & Procurement portfolio services in North America. 

Primary responsibility will be to create Supply chain and Sourcing & Procurement growth strategy, execute strategy by capturing new accounts, deliver growth and revenues as per plan, large contract closures across customers spanning industries / regions in NA.

Key Responsibilities will include: 

- Create, develop, and deliver the growth strategy for SCM and S&P in North America

- Have a good understanding of competition (their strength and weakness) and their sales strategies so as to create a differentiated winning proposition for TCS

- Acquiring new logos/business by working in a collaborative manner with TCS North America sales teams & Business Group / Industry Service Unit teams

- Responsible for building New / existing Customer relationships and business with a focus on Value Articulation and Right Positioning of SCM and S&P Solutions and Offerings

- Responsible for Business Development, Demand Creation, Demand Capture, Customer relationship, Driving Opportunity Pipeline & Management, and meeting yearly Sales Targets

- Have deep understanding of industry specific SCM and S&P processes, precipitate client pain points and develop specific solutions addressing customer’s needs

- Have a good understanding of the addressable market, macro/micro market trends, competition, emerging industry challenges etc.

- Expert in shaping large deals ($>25M) in the North American market across existing TCS customers and new customers 

- Increasing the visibility of ECBO-SCM & Procurement solutions in the NA market for interactions, anchoring discussions and leveraging partner community

- Lead, Train and Coach team members (if applicable) and ensure that they meet their targets.

- Monitor and evaluate team members’ performance

- Conduct and participate regular sales review meetings to discuss targets, performance, and win strategies.

- Review MSA/contracts for onerous (critical) clauses before signing off. Flag off risks to mitigate

Qualifications: 

- Postgraduate / Graduate with Preferably MBA Sales & Marketing. 

- Any certification in the field of SCM will be an added advantage

- Candidate with thought leadership and widely acknowledged in the SCM & S&P industry will be an added advantage

- Functional knowledge and a big picture view of supply chain platforms, processes and data, and business operations

- Good understanding of shared services and outsourcing industry nuances etc.

- Good understanding of RPA solutions and technology enablers used in SCM and S&P processes including Analytics, Gen AI and Agentic AI solutions if applicable

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