Business Relationship Manager For Utilities

Tata Consultancy Services Limited; New York (NY); On-site; USD 200,000 - 250,000; Full time

Job summary

Tata Consultancy Services Limited in New York, NY seeks a seasoned Business Relationship Manager to drive revenue, nurture strategic clients, and lead the full sales cycle. You will craft value propositions, coordinate with delivery teams, and expand the client base across the energy and utilities sectors.

The role requires deep domain knowledge, exceptional communication and negotiation skills, and a willingness to travel.

Qualifications

• Bachelor's degree in business administration, engineering, or related field.
• 13+ years in business development, sales, or client-facing roles in energy/utilities.
• Proven record of 10M$+ revenue growth and high-value contracts.
• 3–5+ years of supervisory experience.
• Knowledge of utilities industry dynamics, grid tech, and DERMS.
• Strong communication, negotiation, and leadership skills.

Responsibilities

• Develops and executes sales strategy to meet targets and grow revenue.
• Identifies opportunities, builds relationships with key executives.
• Collaborates with pre-sales and delivery to create business cases and value propositions.
• Leads proposal development and business development activities.
• Manages partnerships with IOU and alliances to create new offerings.
• Forecasts and contributes to strategic planning and budgeting.

Skills

Relationship management

Negotiation

Strategic thinking

Leadership

Communication

Travel willingness

Education

Bachelor's degree in business administration or related field

Tools

Analytics tools

Job description

Job Description

Responsible for business development, customer satisfaction, and nurturing the existing relationship. Also responsible for selling new business, driving the business pipeline, and leading the entire sales cycle using the CRM model.

Key Responsibilities

• *Creates Trend Implications, Possibilities, and Solutions (TIPS) collaboratively by studying current trends and market analysis.
• *Identifies the right buying zone/doors.
• *Connects key people to opportunities and creates a Relationship Suite with Domain/Technology experts & IOU delivery teams.
• *Prepares Entry Value Statement (EVS) and High Gain Questions (HGQ) with pre-sales, domain/technology experts, and delivery team.
• *Creates non-linear revenues.
• *Identifies Client's Critical Success Factors (CSFs) and prepares Value Propositions addressing CSFs.
• *Identifies potential solutions/offerings.

Ownership of Targets

• *Ensures achievement of agreed sales targets (Total Estimated Contract Value, Revenue Pipeline & Sales Order Booked Value).
• *Achieves targets for realizable revenue commitments for the FY.
• *Maintains high win rate for qualified opportunities.
• *Achieves and maintains EVA Margins.

Positions TCS as Business Advisor

• *Crafts appropriate Value Propositions using Business Value Metrics (BVM)
• *Works with the delivery teams to understand the Value delivered, benchmarks the results with the best in class solutions and presents the metrics to prospects/clients.
• *Supports account team in creation of business case studies
• *Identifies referrable customer with specific value delivered

Collaboration & Networking

• *Works with IOU teams and identifies and targets client opportunities along with Domain & Technology Experts
• *Coordinates with pre-sales team and supports delivery team during proposal writing
• *Works with marketing team on competitive market intelligence
• *Liaises with external vendors / alliances to evaluate the offerings available with them and customizes to create new offerings as per the client requirements
• *Builds political landscape to strengthen relationship using powerful network

Planning

• *Forecasts & does Business planning including resources for the relationship through client research and networking using market research
• *Provides inputs for strategic planning
• *Reviews delivery plans & budgets

Corporate Governance and Reporting

• *Provides relationship-specific workforce planning data when appropriate
• *Provides revenue forecasts when required
• *Analyses win-loss ratio for proposals submitted
• *Partners with clients on the CSR Events

Relationship Management

• *Builds relationship with key executives to understand the CSFs & enriches customer research
• *Ensures appropriate pricing of TCS offerings to clients based on the relationship
• *Ensures timely resolution of key escalations / addresses concerns from clients & puts in place mitigation plans
• *Maintains high levels of CSI
• *Leverages relationship appropriately to acquire new opportunities
• *Explores opportunities to cross / up sell as appropriate through TIPS
• *Conducts executive tracking to open newer doors of opportunity

Team Management

• *Sets reasonable, challenging, and clear expectations to direct reports & provides appropriate performance feedback
• *Supports & provides guidance to the team to achieve personal, team or professional goals using personal currency
• *Creates MVP (Most Valued Player/ Hi Po) in the team
• *Manages resources appropriately for effective utilization
• *Encourages the team to achieve Business Advisory position, at TCS level

Personal Development

• *Monitors gaps in one's own required competencies and enrolls for relevant learning programs to bridge gaps in competencies
• *Creates a personal development plan in discussion with supervisor and solicits coaching to enhance one's competencies

Required Skills & Qualifications

• *Education: A bachelor's degree in business administration, Engineering, or a related field is required.
• *Experience:
• oMinimum of 13+ years of experience in business development, sales, or a related client-facing role, preferably within the Energy & Utilities, infrastructure, or utilities sector.
• oProven track record of achieving substantial (10M$+) revenue growth and securing high-value contracts.
• oExperience in a senior or management role (3-5+ years supervisory experience preferred).
• *Technical Skills: In-depth knowledge of the utilities industry , including market dynamics, regulatory environment, and emerging technologies (e.g., smart meters, grid automation, DERMS, renewable integration). Proficiency in any Grid system / application understanding and strong data analysis skills are essential.
• * Soft Skills:
• oExceptional communication, presentation, and negotiation skills.
• oStrong strategic thinking and analytical abilities, with a focus on big-picture planning.
• oExcellent leadership, interpersonal, and relationship management skills.
• oSelf-motivated, proactive, and adaptable to a fast-paced, dynamic environment.
• oWillingness to travel extensively as needed for client meetings and events

Salary Range: $200,000 - $250,000 a year

#LI-MG2

Location

New York, NY

Function

CONSULTANCY

Role

Business Relationship Manager

ID

437800

Skills

Business Domain Utilities

Salary Range

$200,000 - $250,000