Solutions Sales Director

Tata Consultancy Services; Bengaluru; On-site; INR 9,000,000 - 18,000,000; Full time

Job summary

Tata Consultancy Services in India seeks a senior Enterprise Sales leader with 15–25 years of experience in high-value software, platforms, or digital services sales. You will drive multi-sector, multi-million-dollar transformations across Manufacturing, Utilities, Retail, Logistics, and Aerospace.

You will own GTM strategy, ecosystem monetization, and strategic bid management, shaping commercial terms and partnering with delivery heads, CoE leads, and global partners to win and deliver complex

Qualifications

• Proven success in closing $10M+ consultative services and platform-led deals.
• Experience driving GTM strategies and co-selling with global software partners.
• Ability to design risk-sharing, outcome-based business models.
• Familiar with India and GCC procurement cycles.
• Executive-level storytelling with C-suite stakeholders.

Responsibilities

• Formulate and execute a comprehensive GTM strategy across segments including Manufacturing, Utilities, Retail, Logistics, and Aerospace.
• Lead ecosystem and alliance monetization through joint value propositions and co-selling with partners.
• Oversee strategic bid management, RFP/RFI responses, and value-driven proposals with cross-functional teams.
• Own pipeline-to-contract lifecycle with pricing strategies and high-value contract negotiations.
• Collaborate with delivery heads and CoE leads to align commitments with delivery capabilities and talent pipelines.
• Represent TCS at regional forums and client roundtables on Industry 4.0 and digital transformation.

Skills

Consultative selling

Multi-million deals

Ecosystem partnerships

Executive engagement

Industry 4.0 knowledge

Contract governance

Job description

Enterprise IoT & Industry 4.0 Solutions, Industrial AI & Automation, Smart Stores & Warehouse Robotics, Grid Modernization, Enterprise Asset Management (EAM), Strategic Alliance Sales, High-Value Bid Management, Consultative Deal Orchestration

Experience:

15 - 25 years of enterprise software, platforms, or digital services sales, with a proven track record in high-value complex solution selling.

Desired Competencies :

Must-Have:

• Proven success in driving and closing multi-million dollar ($10M+) consultative service and platform-led digital transformation deals across multiple segments (including Manufacturing, Utilities, Retail, Logistics, or Aerospace).
• Strong ecosystem sales experience, with a track record of driving joint Go-To-Market (GTM) strategies and co-selling alongside global software giants and niche IoT players.
• Exceptional commercial engineering skills, with the ability to construct complex, risk-sharing, outcome-based, and utility/consumption-based business models.
• Deep familiarity with buying behaviors, local enterprise and public sector procurement cycles, and regulatory landscape in India and the GCC region.
• Executive presence with outstanding storytelling capabilities, able to consult and build trust with C-level stakeholders (CIOs, COOs, Chief Digital Officers).

Good-to-Have:

• Strong foundational knowledge across multiple digital domains: Industrial IoT (IIoT), supply chain robotics, connected assets, digital twins, and AI-driven energy optimization solutions.
• Experience working in a highly matrixed global organization, collaborating effectively with diverse delivery heads, Center of Excellence (CoE) leads, and bid management teams.
• Familiarity with mega-scale regional market drivers

Role descriptions / Expectations from the Role:

GTM Strategy & Cross-Industry Expansion

Formulate and execute a comprehensive GTM strategy to scale Connected Services across all segments—including Smart Factories (Manufacturing), Smart Stores & Warehousing (Retail/Logistics), Connected Aircraft (Aerospace), and Grid Modernization (Utilities)—across India and the Middle East.

Ecosystem & Alliance Monetization

Actively leverage and co-sell with key strategic partners to design and position differentiated, joint value propositions that outpace competitors.

Lead the origination of high-value, transformative opportunities. Act as an industry advisor to help clients design roadmaps for operational resilience, asset optimization, automated warehouses, smart retail experiences, and sustainable emissions reduction.

Strategic Bid Management & Value Architecture

Lead the preparation of high-stakes RFP/RFI responses and unsolicited transformational bids. Collaborate with cross-functional technical, delivery, and pricing teams to synthesize cohesive, business-case-driven proposals.

Commercial & Contract Governance

Own the pipeline-to-contract lifecycle. Lead pricing strategies, high-value contract negotiations, and deal structure optimization to ensure both strong customer adoption and healthy internal margins (Gross Margin/Contribution Margin).

Internal Capability Matching

Partner closely with TCS delivery heads, CoE leads, and academic programs (such as the Grid Academy and industrial IoT groups) to ensure that customer commitments are seamlessly aligned with delivery capabilities and incoming talent pipelines.

Market Influence & Thought Leadership

Represent TCS at major regional forums, summits, and client roundtables focusing on Industry 4.0, AI, Smart Infrastructure, and Digital Transformation.