Client Partner

Tata Consultancy Services; Columbus (OH); On-site; USD 180,000 - 240,000; Full time

Job summary

Tata Consultancy Services in Columbus, OH seeks a Seasoned Client Partner to serve as the senior sales and relationship interface. You will expand revenue, deepen executive relationships, and convert business and technology priorities into qualified opportunities for sustainable growth.

Responsibilities include driving portfolio growth, managing C-level stakeholders, developing strategic account plans, shaping opportunities across IT services, cloud and analytics, and leading end-to-end

Qualifications

• Minimum 15+ years of overall experience in B2B sales and account management
• Minimum 10 years in B2B sales and account management in BFSI and IT services industry
• Ability to engage with CIO/CTO/COO and senior delivery leaders on IT services, cloud and digital transformation

Responsibilities

• Drive net new organic growth by identifying white spaces within the portfolio
• Build and nurture trust-based C-level relationships with executives
• Develop and execute a customized Key Account Plan and drive customer transformation initiatives
• Identify, shape and advance opportunities across IT services, cloud, data, AI, cybersecurity and digital platforms
• Lead opportunity qualification, solution shaping, proposals, negotiations and deal closure with cross-functional teams
• Collaborate internally with pre-sales, delivery, finance, legal, sourcing and alliance teams
• Lead negotiations for renewals, SOWs, pricing models and craft governance with the client

Skills

C-level relationships

Executive communication

Proposal strategy

Opportunity qualification

Negotiations

Governance & reporting

Cross-functional collaboration

Problem-solving

Education

Bachelor’s degree in engineering, IT, business administration or finance

Job description

Seasoned Client Partner to serve as the senior sales and relationship interface, this role is accountable for expanding TCS's revenue footprint, deepening executive relationships, strengthening TCS's position as a strategic partner, and converting business and technology priorities into qualified opportunities and sustainable growth.

Key Responsibilities

• Account or Portfolio Growth and Revenue: Drive Net New Organic Growth by identifying white spaces within assigned portfolio
• Relationship Management: Build and nurture trust-based C level and Senior Stakeholder relationships e.g., CIO, CTO, COO, Senior delivery Leaders etc.
• Strategy and Planning: Develop and execute an aggressive and customized Key Account Plan. Drive participation in customer transformation initiatives
• Identify, shape, and advance opportunities across application development and maintenance, cloud, data and analytics, AI, cybersecurity, infrastructure, digital experience, platforms and partner solutions, and business process services.
• Lead opportunity qualification, solution shaping, proposal strategy, commercial negotiations, and deal closure in partnership with delivery, finance, legal, sourcing, and alliance teams.
• Cross Functional Collaboration: Partner internally with pre-sales, delivery and technology experts to ensure high Win Ratios and flawless solution delivery and customer satisfaction
• Contract Negotiations: Lead Negotiations for contract renewals, Statements of Work, Pricing models etc.
• Governance & Reporting: Ownership of governance cadence with client and ensuring high quality of interactions (Adhoc, MBRs, QBRs etc)

Qualifications

• Education: Minimum bachelor's degree in engineering, IT, Business Administration or Finance; an MBA is preferred
• Experience: Minimum 10 years of B2B sales and account management specifically in BFSI and IT services industry. Minimum overall experience of 15+ years
• Industry and Technical Acumen: Ability to converse with reasonable maturity on IT Services, Cloud, Gen AI, Digital Transformation, Application Run and Change, Packaged Platform solutions etc.
• Solutioning and Consulting skills: Experience in leading RFP/RFI responses and contract negotiations.
• Soft Skills: Very strong communication, executive presentation and problem-solving skills. Highly resilient and analytical mindset
• Experience and excellence in proactive pipeline creation and conversion, Identify upselling and cross-selling opportunities.
• Ability to take up E2E responsibility of PL, sales targets. business growth, profitability, customer satisfaction, marketing, and operations.