Technical Sales Leader – Grid Software

Tata Consultancy Services; Bengaluru; On-site; INR 4,500,000 - 7,500,000; Full time

Job summary

Tata Consultancy Services in Bengaluru seeks a Technical Sales Leader – Grid Software with 15-25 years of utility IT/OT experience to drive grid modernization programs and large-scale bids.

You will lead multi-disciplinary pursuit teams, articulate enterprise architectures, formulate business cases, negotiate deals, and partner with OEMs to deliver differentiated solutions across ADMS, DERMS, EMS, and grid operations.

Qualifications

• Deep domain expertise in Grid Control & Operations across transmission, distribution and market ops.
• Proven track record leading high-value presales pursuits ($10M+ TCV) and complex RFP/RFI deliverables.
• Ability to translate grid challenges into enterprise architectural blueprints and ROI-focused value propositions.

Responsibilities

• Formulate and execute targeted commercial and technical sales strategy for Grid Software solutions.
• Lead multi-disciplinary pursuit teams on complex, large-scale RFPs/RFIs/RFQs and deliver differentiated bids.
• Architect enterprise-wide grid transformation solutions bridging legacy systems with ADMS/DERMS/EMS/GridOS; develop business cases and TCO models.

Skills

Grid domain expertise

Technical sales & pursuit

Solution architecture

OEM alliance & co-selling

Executive client engagement

Bid governance

Job description

Role: Technical Sales Leader – Grid Software

Required Technical Skill Set: Electric Utility IT/OT Integration, Grid Software Solutions (ADMS, DERMS, EMS, OMS, SCADA, GridOS, GIS), Solution Architecture & Deal Shaping, Complex RFP/RFI Pursuit Management, Value Engineering & Business Case Formulation, OEM/Partner Co-Selling, familiarity with products from major providers

Desired Experience Range: 15-25 years

Desired Competencies :

Must-Have:

• Deep Domain Expertise in Grid Control & Operations: Comprehensive knowledge of utility operations across Transmission, Distribution, and Market Operations, including real-time control systems (ADMS, EMS, SCADA, DERMS, Outage Management, and Market Management Systems).
• Proven Technical Sales & Pursuit Track Record: Demonstrated success leading high-value ($10M+ TCV) presales pursuits, solution engineering, and consultative sales cycles for grid modernization and enterprise utility transformation programs.
• Solution Architecture & Value Articulation: Ability to translate complex utility challenges (e.g., bi-directional power flow, DER orchestration, grid resilience, decarbonization) into compelling enterprise architectural blueprints and high-ROI commercial value propositions.
• Alliance & Co-Selling Leadership: Proven experience partnering with leading grid software OEMs to structure joint go-to-market strategies, win-win commercial frameworks, and collaborative bid responses.
• Executive Client Engagement: Exceptional presence and consultative communication skills to establish trusted-advisor relationships with utility C-suite executives (CTO, CIO, VP Transmission/Distribution Operations, Chief Grid Officer).
• End-to-End Bid Governance: Hands-on mastery in steering RFP/RFI responses, commercial pricing models, contract negotiation, competitive differentiation, and bid presentation defense.

Good-to-Have:

• Direct work experience with major grid software vendors or tier-1 utility system integrators.
• Strong grasp of evolving grid paradigms such as Cloud-native Grid Operations (GridOS/SaaS models), Edge AI, WAMS, Substation Automation (IEC 61850), and Common Information Models (IEC CIM 61970/61968).
• Professional certifications such as TOGAF, PMP, IEEE PES membership, or relevant OEM solution architecture credentials

Formulate and execute the targeted commercial and technical sales strategy for Grid Software solutions. Identify high-potential accounts, uncover new opportunities in transmission and distribution utilities globally, and drive qualified TCV pipeline expansion to support unit growth targets.

End-to-End Pursuit & RFP Leadership

Lead multi-disciplinary pursuit teams on complex, large-scale utility RFPs/RFIs/RFQs. Own the end-to-end solution blueprint, technical responses, compliance matrices, delivery effort estimations, and executive summaries to ensure TCS submits market-leading, differentiated bids.

Value Architecture & Solution Engineering

Architect enterprise-wide grid transformation solutions bridging legacy operational systems with next-generation platforms (ADMS, DERMS, EMS, GridOS). Develop compelling business cases, cost-benefit analyses, and total cost of ownership (TCO) models showcasing tangible utility benefits (SAIFI/SAIDI reduction, DER capacity enablement, capital efficiency).

Strategic OEM Alliance & Co-Innovation

Cultivate close relationships with leading grid software OEMs and other strategic grid technology partners). Spearhead joint account planning, align co-selling motions, package joint solutions, and resolve multi-vendor delivery or licensing interdependencies.

Executive Stakeholder & C-Suite Advisory

Act as the primary technical and domain advisor to client CXOs, VP-level operations heads, and engineering directors. Lead interactive whiteboard workshops, executive advisory briefings, proof-of-concept showcases, and formal RFP oral defenses.

Inter-Unit & Delivery Collaboration

Collaborate seamlessly with Connected Services practice leaders, delivery directors, Grid Academy leads, and enterprise technology groups. Ensure presales commitments are operationally viable, risk-mitigated, properly resourced, and structured for seamless handover to project delivery.

Commercial Structuring & Deal Negotiation

Formulate creative commercial constructs, including milestone-based pricing, output/outcome-linked models, system integration plus long-term managed services contracts, and vendor pass-through agreements while optimizing overall margin and profitability.