Business Relationship Manager For Diversified Machinery

Tata Consultancy Services; Cleveland (OH); On-site; USD 200,000 - 250,000; Full time

Benefits offered by this job

Discretionary Annual Incentive

Comprehensive Medical Coverage

401K Plan

Certification & Training Reimbursement

Job summary

Tata Consultancy Services Limited in Cleveland, OH is seeking a seasoned Business Relationship Manager to lead and expand a major client relationship in the Diversified Machinery sector. You will coordinate cross-functional teams, shape proposals, and ensure customer delight while driving revenue through account mining and strategic engagements.

Ideal candidates bring 13+ years of industry experience, strong stakeholder management, and a proven track record of large-relationship P&L.

Qualifications

• 13+ years of industry experience with large relationship and account management.
• Deep domain knowledge in Diversified Machinery Industry.
• Experience in positioning offerings, proposals, value propositions, and complex deal structuring.
• Strong consultative selling skills to engage customers.

Responsibilities

• Lead engineering, manufacturing and IoT solutions sales for Diversified Machinery and related services.
• Drive pipeline development and manage sales cycles to closure, contributing to revenue growth.
• Collaborate with regional sales teams to acquire new logos for IoT/DE business.
• Provide domain expertise to shape solutions, proposals and value articulation.
• Engage senior client executives and procurement stakeholders to build long-term partnerships.
• Build account maps and go-to-market plans with cross-functional teams.

Skills

Large-relationship management

US account management

Stakeholder communication

Education

Bachelor's in engineering / MBA with 13+ years

Job description

Job Description

This position is part of TCS's Industrial Autonomy & Engineering Service Line, focusing on Managing a large relationship, ensure Customer Delight and mine account for driving business growth for Large Diversified Machinery Customer. The candidate would build excellent Client Relationship, manage program expectations in collaboration with Delivery teams, engage in account mining activities to enable growth as per expectations and build partnerships for services spanning Product Engg (Mech, Electronic, Software), Robotics and Automation. The ideal candidate will have over 13 years of industry experience shaping proposals, building strong client relationships, managing Account level P&L, Opportunities mining and shaping proposals while collaborating with cross-functional teams to identify / build solutions for business opportunities and enhance value for clients.

Key Responsibilities:

• Lead, Sell and Manage - Engineering, Manufacturing and IOT Solutions and Services across Diversified Machinery Customers including but not limited to Manufacturing transformation, Edge to Cloud IoT platforms/ applications and entire product life cycle management services.
• Drive pipeline development and manage sales cycles to closure, contributing to revenue growth and market expansion positioning IOT and Digital engineering services to prospective and existing clients.
• Work with Regional sales teams to acquire new Logos for IOT&DE Business for TCS.
• Provide domain expertise to help shape the solutions, proposal creation and value articulation to customers.
• Carry out market analysis and lead business planning and strategic sales activities.
• Actively engage in the marketplace to drive awareness of our IoT & Engineering solutions with targeted clients - tradeshows, research-led thought leadership, client roadshows and workshops, etc.
• Engage senior client executives, IT & Business leaders, and procurement stakeholders to build long-term partnerships.
• Build and maintain account maps, identify high-potential opportunities, and strategize go-to-market plans with technical and sales leadership.
• Monitor account performance, lead business reviews, and support relationship management to expand service footprint.
• Represent the company at industry events and build visibility through thought leadership and client engagements

Must-Have Skills:

• Strong domain experience in Diversified Machinery Segment, such as Heavy engineering and Construction Equipment, Agricultura & Farm Machinery, Industrial Machinery & Supplies, etc.
• Proven Account Management and Client relationship experience in US Region, specifically in managing a large relationship
• Exceptional communication and stakeholder management skills.

Qualifications:

• Bachelors in engineering/ Master in Engineering / Master in Business Administration with 13+ years of experience with at least 5+ years of large relationship and account management.
• Experience and deep domain knowledge in Diversified Machinery Industry.
• Experience of positioning offerings, developing and presenting proposals, value propositions, business cases, and complex deal structuring.
• Strong technical skills with ability to engage customers with "consultative selling" is essen tial.
• Ability to understand market/customer needs and work with solution teams to help develop innovative solutions for the industry.

TCS Employee Benefits Summary:

• Discretionary Annual Incentive.
• Comprehensive Medical Coverage: Medical & Health, Dental & Vision, Disability Planning & Insurance, Pet Insurance Plans.
• Family Support: Maternal & Parental Leaves.
• Insurance Options: Auto & Home Insurance, Identity Theft Protection.
• Convenience & Professional Growth: Commuter Benefits & Certification & Training Reimbursement.
• Time Off: Vacation, Time Off, Sick Leave & Holidays.
• Legal & Financial Assistance: Legal Assistance, 401K Plan, Performance Bonus, College Fund, Student Loan Refinancing.
• Salary Range: $200,000 - $250,000 a year

Location

Cleveland, OH

Function

TECHNOLOGY

Role

Business Relationship Manager

ID

436326

Skills

Marketing

Salary Range

$200,000 - $250,000

Desired Candidate Profile

Qualifications

BACHELOR OF COMPUTER SCIENCE

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