Position Details: Pre Sales Lead-Supply Chain Management Business Processes

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

Primary responsibility will be to create Sourcing & Procurement (S&P) growth strategy, create solutions S&P solutions meeting customer’s needs, execute growth strategy by capturing new accounts and expanding in existing accounts across customers spanning industries / regions in NA.

Key Responsibilities will include: 

- Create, develop, and deliver the growth strategy for Sourcing & Procurement in North America

- Have a good understanding of competition (their strength and weakness) and their sales strategies 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

- Help to acquire new CBO business in existing TCS IT logos or expand in existing CBO accounts through cross-sell and up-sell.

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

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

- Have deep understanding of industry specific 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 in the North American market across existing TCS customers and new customers 

- Increasing the visibility of ECBO-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

- 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 sourcing and procurement 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 S&P processes including Analytics, Gen AI, and Agentic AI solutions if applicable

- 13+ Years of experience in pre-sales and business development

- Proven track record of winning large deals in the S&P areas

- Experience selling to enterprise clients across industries like Manufacturing, Life Science and Health Care, Energy & Resource, Technology Solution and Service Providers, Telecom and Media, Energy, Resources and Utility etc.

#LI-MG2