Position Details: Business Development Manager CBG-Business Acumen

We are seeking a seasoned F&A Business Development Leader to drive global growth for TCS’ Finance & Accounting Outsourcing (FAO) practice. This role will focus on expanding market presence, building executive relationships, and driving large transformational deals across geographies.

 

The ideal candidate brings deep expertise in shared services, finance transformation, and outsourcing, with a proven track record of creating offerings, influencing CXO stakeholders, and scaling revenue.

  

Key Responsibilities

 

1. Revenue Growth & Deal Origination

 

• Drive new business development across North America, Europe, and APAC

• Own the end-to-end sales cycle – from opportunity identification to deal closure

• Build and manage a robust pipeline of large FAO deals (multi-million USD TCV)

• Lead strategic pursuits including RFPs, solutioning, and commercial structuring 

2. Executive Stakeholder Engagement

 

• Establish and nurture relationships with CFOs, VPs, Controllers, and Finance Directors

• Act as a trusted advisor on finance transformation and operating model redesign

• Influence decision-making through insight-led conversations and value articulation

• Represent TCS at executive forums, industry events, and client boardrooms 

  

3. Offering Development & Market Positioning

 

• Co-create and refine differentiated FAO offerings (Record-to-Report, Procure-to-Pay, Order-to-Cash, FP&A)

• Identify emerging opportunities in:

o Digital finance transformation

o Shared services / GBS evolution

o AI-led automation in finance 

• Build industry-specific solutions and value propositions

 

4. Shared Services & Transformation Expertise

 

• Leverage deep experience in Shared Services / Global Business Services (GBS) models

• Advise clients on:

o Operating model design

o Cost optimization and productivity improvement

o Process standardization and automation

• Position TCS as a strategic transformation partner, not just a service provider

 

5. Cross-functional Leadership

 

• Collaborate with delivery, solutioning, consulting, and alliance teams

• Drive alignment between sales strategy and delivery capability

• Mentor and guide regional sales teams to scale FAO growth

 

Required Qualifications

 

• 13+ years of experience in F&A outsourcing / BPO

• Consulting or shared services transformation

• Proven success in closing large FAO deals (>$20M TCV preferred)

• Strong network and experience engaging with CFO-level stakeholders

 

Demonstrated experience in: 

• Creating and scaling service offerings

• Driving growth in shared services / GBS environments

 

Deep understanding of:

 

• End-to-end F&A processes (R2R, P2P, O2C, FP&A)

• Finance transformation trends (automation, AI, analytics)

 

Key Competencies

 

• Executive Presence: Ability to influence senior finance leaders

• Strategic Thinking: Connect client challenges to business outcomes

• Commercial Acumen: Strong deal structuring and pricing expertise

• Consultative Selling: Solution-led, value-driven approach

• Global Mindset: Experience working across geographies and cultures

  

Success Metrics

 

• Annual revenue and TCV growth

• Pipeline build and conversion rates

• Number of large strategic deals closed

• Expansion into new geographies / industries

• Strength of CXO relationships and client satisfaction 

Why Join This Role

• Opportunity to shape and scale a global FAO practice

• Engage with top-tier global clients and CFO organizations

• Drive next-gen finance transformation (AI, digital, GBS evolution)

• Be part of a high-impact growth mandate within TCS

Salary Range: $127,900 - $173,100 a year

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