Regional Industry Lead, Manufacturing

Tata Consultancy Services; Alexandria (VA); Remote; USD 230,000 - 280,000; Full time

Job summary

An established industry player is seeking a dynamic Regional Industry Lead for the Manufacturing sector. This pivotal role focuses on driving sales strategies within the Aerospace and Defense vertical, requiring a proven track record in large deal sales and strong local contacts. The ideal candidate will lead a team, manage complex negotiations, and build lasting relationships with senior executives. This opportunity offers the chance to significantly impact the business while working with a collaborative team. If you are a seasoned sales professional ready to take on a leadership position, this role is for you.

Qualifications

• 20 years of IT services sales experience with a strong hunter profile.
• Proven success in large deal sales and consistent over-achievement.

Responsibilities

• Achieve sales targets and manage the sales process from contact to contract.
• Build relationships with CXOs and enhance brand awareness.

Skills

Sales Strategy

Relationship Building

Consultative Sales

Market Research

Negotiation Skills

Communication Skills

Education

Bachelor’s Degree

MBA

Job description

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Job Description

The Regional Industry Lead (Business Development) position is a key sales role within the TCS Manufacturing Business Unit sales team for the US Market, focusing on the US South region and the Aerospace and Defense (A&D) sub-vertical. This leadership role is responsible for executing regional sales and business development strategies for targeted A&D companies, in collaboration with the business development team for the US South region.

The candidate will act as both coach and hunter, leading a team and acquiring new clients for TCS in the market. Responsibilities include driving consultative sales across TCS’s portfolio, achieving sales quotas, developing relationships with CXOs, managing the entire sales cycle, and ensuring revenue recognition from contracts. The role is supported by large deal, pre-sales, domain, and solutioning teams.

Responsibilities

• Achieve monthly, quarterly, and annual sales targets.
• Build and maintain a robust opportunity pipeline through lead generation and prospecting.
• Align deal creation with the CEO’s agenda in targeted companies.
• Develop long-term relationships with senior management at targeted firms.
• Manage end-to-end sales process from initial contact to contract signing.
• Collaborate with pre-sales and delivery teams to meet client needs.
• Support clients during initial engagement phases and ensure satisfaction.
• Conduct market research and competitive analysis.
• Adhere to all sales, HR, and ethical policies.
• Demonstrate strong communication and presentation skills.
• Lead and manage the sales team’s daily activities.
• Enhance TCS’s brand awareness and market reputation.

Qualifications

• Proven success in large deal sales with a strong hunter profile.
• Consistent over-achievement of sales targets.
• Approximately 20 years of IT services sales experience, including 10 years regionally.
• Strong local contacts within Aerospace & Defense manufacturing industries.
• Understanding of Aerospace & Defense manufacturing technologies.
• Experience in proactive, CXO-level deal negotiations.
• Experience with RFI/RFP processes and third-party advisory firms.
• Knowledge of customer buying processes and long sales cycles.
• Ability to manage complex negotiations with senior executives.

Additional Requirements

• Regular travel to regional prospect and client locations.
• Bachelor’s degree required; MBA preferred.

Location & Compensation

Virginia, Remote. Salary Range: $230,000-$280,000 annually.

Seniority level

• Director

Employment type

• Full-time

Job function

• Consulting, Information Technology, and Sales

Industries

• IT Services and IT Consulting