Sales Lead - Large Deals & Strategic Pursuits

Tata Consultancy Services; Cary (NC); Remote; USD 250,000 - 600,000; Full time

Job summary

Tata Consultancy Services Limited is seeking a Sales Leader for Large Deals (Strategic Pursuits) in North America. You will originate, shape, and close multi-year transformation deals worth $50M+ while engaging at the C-suite level.

This role requires deep experience in enterprise IT services, digital transformation, and pricing strategy, with the ability to lead cross-functional teams across consulting, delivery, and partners in a matrixed global environment.

Qualifications

• 15+ years in enterprise IT services sales, consulting, or strategic deal pursuits.
• Proven success in leading and closing large, complex, multi-year deals (>$50M).
• Strong executive presence with experience engaging C-level stakeholders.
• Experience in digital transformation and managed services-led engagements.
• Deep understanding of deal economics, pricing strategies, and financial modeling.
• Experience working within global, matrixed organizations.

Responsibilities

• Originate and close end-to-end large, strategic deals (>$50M).
• Build and sustain trusted relationships with C-suite stakeholders.
• Shape multi-tower offerings across managed services, cloud, digital transformation, and data/AI.
• Define win strategies, commercial constructs, and differentiated deal narratives.
• Lead pricing, financial structuring, contracting, and risk management.
• Collaborate across consulting, delivery, finance, and partner ecosystems in a matrixed environment.

Skills

Enterprise IT sales

Complex multi-year deals

Executive presence

Digital transformation

Deal economics & pricing

Global matrix organizations

Job description

Sales Leader - Large Deals (Strategic Pursuits)

Location: North America (Open) | Experience: 15+ years

About Tata Consultancy Services

At TCS, we partner with leading enterprises to drive large-scale business and technology transformation. With a global delivery model, deep industry expertise, and a growing portfolio across cloud, data, and AI, we enable our clients to reimagine operations, accelerate growth, and deliver sustained value.

The Role

You will lead the origination, shaping, and closure of large, complex transformation deals-owning pursuits end-to-end and engaging at the highest levels of client organizations.

The Work

• Originate & Close: Lead end-to-end ownership of large, strategic deals ($50M+), from early-stage shaping through negotiation and closure
• Client Leadership: Build and sustain trusted relationships with C-suite stakeholders; influence decision-making early in the pursuit lifecycle
• Integrated Solutioning: Shape multi-tower offerings across managed services, cloud, digital transformation, and data/AI aligned to business outcomes
• Deal Strategy: Define win strategies, commercial constructs, and differentiated deal narratives
• Commercial Leadership: Lead pricing, financial structuring, contracting, and risk management
• Global Orchestration: Collaborate across consulting, delivery, finance, and partner ecosystems in a matrixed environment

Qualifications

• 15+ years in enterprise IT services sales, consulting, or strategic deal pursuits
• Proven success in leading and closing large, complex, multi-year deals ($50M+)
• Strong executive presence with experience engaging and influencing C-level stakeholders
• Experience in digital transformation and managed services-led engagements
• Deep understanding of deal economics, pricing strategies, and financial modeling
• Experience working within global, matrixed organizations

What we offer you

• Earning Potential: Industry-leading compensation with total earnings in the range of $250K-$600K+, aligned to deal performance and impact
• Platform at Scale: Leverage Tata Consultancy Services's global delivery model, deep domain expertise, and established client relationships
• Strategic Access: Engage directly with senior client executives and internal leadership on high-impact, boardroom-level deals
• Focused Deal Leadership: Lead a curated set of high-value pursuits with full ownership-not volume-driven selling
• Career Acceleration: High visibility and the opportunity to shape large-scale, industry-defining transformation programs
• Global Ecosystem: Work across consulting, delivery, and alliance partners to deliver integrated client outcomes

What success looks like

• Closure of large, strategic multi-tower deals in competitive environments
• Strong win rates across complex pursuits
• Growth in transformation and managed services revenue