ABO Sales Leader -Nordics

Tata Consultancy Services; København; On-site; DKK 1,000,000 - 1,500,000; Full time

Job summary

Tata Consultancy Services in the Nordics seeks an experienced ABO Sales Leader to drive growth across FAO, HRO, SCM, CX, and AI-led operations. You will expand presence, manage CXO relationships, and shape demand-generation strategies across Sweden, Denmark, Norway, and Finland.

This role demands 15-20+ years in enterprise sales, outsourcing, and transformation with a strong consultative approach. Travel across the Nordics will be extensive to build executive engagement and close large,

Qualifications

• 15-20+ years in Enterprise BPS sales, consulting, or client leadership roles.
• Strong understanding of FAO, HRO, SCM, CX, and shared services transformation.
• Proven track record closing large outsourcing and transformation deals.
• Experience managing long sales cycles with multi-stakeholder pursuits.

Responsibilities

• Define and execute the Nordics go-to-market strategy aligned with EBPS growth objectives.
• Develop account-based growth plans across strategic and target clients.
• Drive new-logo acquisition and wallet-share expansion within existing accounts.
• Build and manage a robust pipeline to achieve annual booking and revenue targets.
• Track regional market trends, outsourcing opportunities, and transformation priorities.
• Lead growth initiatives across Sweden, Denmark, Norway, and Finland.
• Own the complete sales lifecycle from opportunity identification to contract closure.

Skills

Enterprise BPS sales

Executive relationship management

Strategic deal closing

Multi-stakeholder selling

Nordics market knowledge

Presentation & negotiation

Travel readiness

Tools

SAP

Oracle

Workday

ServiceNow

Job description

Role: Autonomous Business Operations (ABO) Sales Leader – Nordics

Experience: 10+ years

Type: Full-time | Permanent contract

Language: Danish and English (written and spoken)

Tata Consultancy Services is an IT services, consulting and business solutions organization that has been partnering with many of the world’s largest businesses for the past 50 years. We believe innovation and collective knowledge can transform all our futures with greater purpose. We help companies across industries achieve their strategic goals and lead their digital transformation programs. With 600,000 experts globally and 18,000+ consultants working for leading Nordic Customers, we have a strong sense of purpose for the ecosystem around us – our employees, partners, customers and society.

Job Overview:

An experienced sales leader with a strong background in Enterprise Business Process Services (EBPS) sales, consulting, transformation, and delivery to lead growth across the Nordics geography. The ideal candidate will have deep expertise in driving large transformational deals across Finance & Accounting Outsourcing (FAO), Human Resources Outsourcing (HRO), Supply Chain Management (SCM), Customer Experience (CX), and AI-led Business Operations.

The individual will be responsible for expanding TCS presence across existing strategic accounts and new-logo pursuits, managing CXO relationships, developing demand-generation strategies, and driving profitable revenue growth across the Nordics region.

This role requires a highly consultative sales professional with 15-20+ years of experience in enterprise sales, outsourcing, shared services transformation, and business process modernization.

Key Responsibilities:

• Define and execute the Nordics go-to-market strategy aligned with EBPS growth objectives.
• Develop account-based growth plans across strategic and target clients.
• Drive new-logo acquisition and wallet-share expansion within existing accounts.
• Build and manage a robust pipeline to achieve annual booking and revenue targets.
• Track regional market trends, outsourcing opportunities, and transformation priorities.

Business Development & Sales Leadership

• Lead growth initiatives across Sweden, Denmark, Norway, and Finland.
• Identify, qualify, and convert high-value opportunities across target industry segments.
• Own the complete sales lifecycle from opportunity identification through contract closure.
• Drive strategic pursuits and large transformational outsourcing engagements.
• Collaborate with alliance partners, advisors, and ecosystem stakeholders to create market opportunities.

Client Relationship Management

• Establish and maintain trusted relationships with C-suite executives, including CFOs, CHROs, CIOs, COOs, CPOs, and Shared Services leaders.
• Act as a strategic advisor to clients on transformation, operating-model optimization, AI adoption, and business process modernization.
• Develop executive engagement plans and strengthen TCS positioning within key accounts.
• Lead executive governance and strategic client reviews.
• Collaborate with consulting, solution, delivery, finance, legal, and transition teams to build differentiated solutions.
• Lead development of large, complex proposals, RFP/RFI responses, and commercial negotiations.
• Ensure strong alignment between client objectives and TCS capabilities.
• Drive innovative AI, automation, analytics, and digital-transformation-led value propositions.

Market Positioning & Thought Leadership

• Represent TCS at industry conferences, analyst forums, networking events, and client roundtables.
• Strengthen TCS brand positioning across the Nordics market.
• Generate market intelligence and competitive insights to influence business strategy.

Internal Collaboration & Governance

• Partner with account teams, delivery leaders, industry units, and consulting teams to drive growth initiatives.
• Maintain accurate pipeline management and forecasting through CRM systems.
• Drive predictable governance, reporting, and sales excellence practices.

Must-Have Skills:

• 15-20+ years of experience in Enterprise BPS sales, consulting, business development, or client leadership roles.
• Strong understanding of Finance & Accounting, Human Resources, Supply Chain Management, Customer Experience, and Shared Services transformation.
• Proven track record of closing large, complex, multi-million-dollar outsourcing and transformation deals.
• Experience managing long sales cycles and multi-stakeholder pursuits.
• Strong executive presence with the ability to influence C-suite decision-makers.
• Excellent relationship-building, negotiation, presentation, and communication skills.
• Experience working in global matrix organizations.
• Familiarity with ERP platforms such as SAP, Oracle, Workday, and ServiceNow, along with AI and automation technologies.
• Understanding of Nordic business culture and regional market dynamics.
• Willingness to travel extensively across the Nordics region and key client locations.

Preferred Qualifications:

• Experience selling AI-led operations and business transformation services.
• Prior experience in the Nordics market with an established executive network.
• Understanding of regulatory, compliance, and data privacy requirements across Nordic countries.

Success Measures:

• New business bookings and total contract value growth.
• Revenue growth from existing and new accounts.
• Strategic deal conversion rate.
• Executive relationship penetration.
• Pipeline coverage and forecast accuracy.
• Growth of the TCS EBPS footprint across the Nordics geography

Does that sound interesting?

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