Position Details: Lead - Go-To-Market - CFO -Business Development

osition Summary

The Director / Business Development Lead position is a key Business Development role within TCS New Sales Unit ( DFSS ) responsible for executing regional business development strategies to acquire target clients  across industries. Candidate will play a hunter role, responsible for acquiring new clients for TCS , expanding Service  Footprint at  New and existing customers leveraging DFSS Solutions . The candidate will leverage TCS’s entire portfolio of DFSS & IT Outsourcing services for targeted firms. The position’s primary responsibility is to achieve new client acquisitions and expanding by leveraging DFSS services  footprint  in the regions identified. The role works in collaboration with Market Business Development Unit , Market development and Solution sales teams as each unit plays a critical role in creating demand and capturing qualified opportunities

•Sales  & Business Development expertise selling to Enterprise CIO , CFO , CMO  & Other  Organizations

•Strong hunter profile with a proven track record of success in selling technology outsourcing & Cloud  services across industries 

•Demonstration of a consistent over-achievement of client acquisition / expansion targets. 

•At least 12-15 years of experience in selling the full spectrum of IT Services – including Application, Infrastructure, Digital & with primary focus on Cloud - within the region, working in a leading IT / BPS services firms in multiple vertical/industry segments

•Strong local contact base and access to alumni, local associations, industry associations within the region

•Demonstrated ability to manage often complex negotiations 

•Relationship Building  & Management with Prospects CFO , Finance Executives - TCS Registration with Clients Procurement Organization .Client Meetings ,Position TCS Offerings  to  Clients , Acquire new Customers (from identified & assigned target list)  for TCS , Proactive Proposal  presentations  to Clients , Responding to RFXs as per defined schedule, Facilitate Client visits  at  TCS  US and International  office  Locations as required for Business Development , Collaboration internally  with TCS Stakeholders -  ISU , Horizontal Units & Support Functions (Finance , Legal ..etc)   to  develop Value  Propositions, Commercial Proposals  for Clients, Facilitate / arrange Contract commercial Value finalization &  required approvals from Management , Facilitate legal  team discussions for Contracts , Contract Negotiations and Contract Execution (NDA , MSA , SOW , Amendments,..etc )  with required internal approvals, stakeholders and designated signatories Achieves TCV (~$25M-30M/Year)  from Net New Accounts or  Approved GTU Accounts   & Pipeline Targets (~$100M qualified pipeline) through Demand Creation Achieves TCV . Maintains high win rate for qualified opportunities Exceeds minimum approved profitability for bids. Converts target prospects into Customers .  Go-to-Market Offering Campaign & Position TCS as Business Advisors Conducts relevant customer research  to understand the prospects / clients organization and its executives in details Collaboration & Networking, Corporate Governance & Reporting and Personal Development

Salary Range: $220,000 - $250,000 a year

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