Director - Sales Retail Industry

Tata Consultancy Services; Chicago (IL); Remote; USD 142,000 - 192,000; Full time

Job summary

Tata Consultancy Services Limited in the United States is seeking a Director of Sales for the Retail Industry to drive profitable growth for TCS Retail Americas by expanding existing client portfolios and pursuing strategic new opportunities.

You will lead complex, multi‑quarter deals, align cross‑functional teams, and build executive relationships with C‑suite stakeholders to shape winning solutions and deliver measurable business value.

Qualifications

• 10+ years of enterprise technology sales experience, including sales leadership within the retail sector.
• Proven track record of winning and managing large, complex deals with consistent achievement of revenue targets.
• Strong executive presence with the ability to engage and influence C-suite stakeholders.
• Demonstrated expertise in opportunity development, pursuit leadership, deal shaping, and commercial negotiations.
• Strong understanding of the retail industry, including customer experience, digital commerce, merchandising, supply chain, and store operations.
• Experience developing business cases, value-led proposals, and outcome-based commercial models.
• Skilled at leading matrixed teams and coordinating multiple stakeholders through the deal lifecycle.
• Strong communication, storytelling, and executive presentation capabilities.
• MBA or advanced business degree preferred.

Responsibilities

• Drive revenue growth through expansion of existing retail accounts and development of strategic new business opportunities.
• Lead complex pursuits and large deal opportunities from deal qualification through deal closure, ensuring disciplined deal governance and execution.
• Build trusted relationships with senior business and technology executives and become a strategic advisor to client stakeholders.
• Apply consultative selling techniques to shape client strategy, develop business cases (ROI, TCO, payback), and articulate measurable business value.
• Orchestrate cross-functional teams across sales, consulting, delivery, alliances, and commercial functions to develop winning solutions.
• Structure competitive commercial models, pricing strategies, and contractual constructs that balance client outcomes and business objectives.
• Stay ahead of retail and technology trends to identify growth opportunities and strengthen competitive positioning.

Skills

Enterprise sales

Sales leadership

Complex deals

Executive presence

Opportunity development

Pursuit leadership

Commercial negotiations

Retail industry knowledge

Business cases

Value-led proposals

Outcomes-based models

Matrix leadership

Stakeholder coordination

Communication skills

Storytelling

Executive presentations

MBA

Education

Bachelor of Computer Science

MBA

Job description

Role: Director, Sales - Retail Industry

Location: Any US Location

The Sales Director will be responsible for driving profitable growth within TCS Retail Americas through expansion of existing client portfolios and development of strategic new opportunities. This role will lead complex sales pursuits from opportunity identification through deal closure, orchestrating cross-functional teams, shaping winning solutions, and building trusted executive relationships. The ideal candidate combines strong enterprise sales execution, commercial acumen, and deep understanding of the retail industry to drive large transformational deals and long-term account growth.

Key Responsibilities

• Drive revenue growth through expansion of existing retail accounts and development of strategic new business opportunities.
• Lead complex pursuits and large deal opportunities from deal qualification through deal closure, ensuring disciplined deal governance and execution.
• Build trusted relationships with senior business and technology executives and become a strategic advisor to client stakeholders.
• Apply consultative selling techniques to shape client strategy, develop business cases (ROI, TCO, payback), and articulate measurable business value.
• Orchestrate cross-functional teams across sales, consulting, delivery, alliances, and commercial functions to develop winning solutions.
• Structure competitive commercial models, pricing strategies, and contractual constructs that balance client outcomes and business objectives.
• Stay ahead of retail and technology trends to identify growth opportunities and strengthen competitive positioning.

Qualifications

• 10+ years of enterprise technology sales experience, including sales leadership within the retail sector.
• Proven track record of winning and managing large, complex deals with consistent achievement of revenue targets.
• Strong executive presence with the ability to engage and influence C-suite stakeholders.
• Demonstrated expertise in opportunity development, pursuit leadership, deal shaping, and commercial negotiations.
• Strong understanding of the retail industry, including customer experience, digital commerce, merchandising, supply chain, and store operations.
• Experience developing business cases, value-led proposals, and outcome-based commercial models.
• Skilled at leading matrixed teams and coordinating multiple stakeholders through the deal lifecycle.
• Strong communication, storytelling, and executive presentation capabilities.
• MBA or advanced business degree preferred.

Salary Range: $141,950 - $192,050

Desired Candidate Profile

Qualifications

BACHELOR OF COMPUTER SCIENCE