Solution Director Continuous Manufacturing - Tata Consulting Services : Job Details

The role is responsible to work in tandem with the various Sales Teams of IOT & DE and contextualize the solutions for the business. The role reports into the NA Sales Head and through him / her to Industry Subunit Head responsible for the business segment. The role is strategic in nature, with high visibility and responsibility.

Role 1: Solution Director - Continuous / Process Manufacturing (Chemical, Pharma, Oil & Gas, Paper, Glass and related areas). Focus on solution based selling in the areas of Manufacturing Systems (MES / MOM), Industry 4.0 / Smart Manufacturing, Asset Management, Industrial Automation, Control Systems etc.

Following would be some of the key roles and responsibilities:

* Engage with the CXO leadership in key accounts to build long term relationships to sight opportunities ahead of their formal bidding, shape the opportunities.

* Position our Industry Solutions / Services with our clients in the context of their business challenges from an entrepreneurial and holistic perspective with innovative ideas

o Analyze the customer requirement (Proactive pitch, RFI, RFP) to arrive at the best fit / innovative solution to meet customer needs.

o Builds case for action and helps to obtain buy-in from executive sponsors of the mission, vision and strategy and case for action.

* Provide oversight to large / strategic transformative engagements with our clients, participate in steering committees, address issues and challenges in delivery, execution, support - participate in programs in advisory / partner role as per need.

* Engage with different sales and pre-sales teams of TCS to architect and articulate comprehensive solutions for addressing the client needs; Support development of sales & pre-sales pitch & value proposition and high-quality proposals with top notch brand based on their specific needs, industry sector trends & best practices.

* Co-ordinate with external partners (where necessary) to define product leverage for client needs / Connects with local boutique partners and firms for niche solutions.

* Position the Unit and its Services in the Market in engagements with Analysts, Business Partners, Product Vendors, Events, Seminars etc.

KPIs relevant for the role

* Metrics (Top Line Growth)

* TCV (Total Contract Value) of deals closed, especially new deals with Deal Conversion & Win Rate

* CXO connects established and executive connects made

* Customer Satisfaction

* Leverage of Partnerships / Alliances

* Solutions and Services developed for the clients and monetized

Qualifications:

(Rationalizes basic requirements for candidates to apply. Helps w/rationalization when detailed.

* Graduate in Engineering, preferably Post Graduate in Engineering / Management

* 20+ Years in P&L Business Management / Program Management / Business Development / Consulting in the areas of IOT. & Digital Engineering

* Experience in firms as Infosys / Accenture / Deloitte /CapGemini / IBM / HCL in similar capacity

* Exposure / experience in working with India based offshore operations

* Worked on large global opportunities or bids / projects etc.

* Hands on working experience through consulting / industry experience in the areas of engineering and / or IOT

Subject Competencies

* IoT / Engineering / Digital Engineering Experience in Industry / Consulting

* Understanding of key digital technologies, like PLM, MES, IoT, Smart Manufacturing, Cloud, IOT Platforms, AI/ML / Gen AI, AR-VR etc. and the products that leverage these technologies

* Good understanding and experience of working with different digital technologies for understanding solutions, especially cloud enablement, agile etc.

* A good understanding of technology trends, market forces and industry imperatives as energy transition, sustainability, electrification, e-mobility, servitization etc.

* Worked across industries & partner products.

* Consultative sales experience with advisory services at CX level

* Held sizable P&L and Business Development responsibilities with targets.

* Experience in leading large bids in sales / pre-sales responsibilities.

* Consultative sales approaches & skills for Point of View articulation for CX level

* Willing to travel extensively (under approved external operating conditions)

* Industry Certifications in Digital technologies (like Big Data Analytics, Digital Marketing, AI/ML etc.) will be advantageous.

Attributes

* Entrepreneurial and is comfortable working in a complex and fast-paced environment.

* Experience in working with distributed teams are highly desired.

* Should have excellent understanding of working with the onsite offshore mode.

* Industry Experience (across a span of industries / adjacent industries)

* Worked in large professional services firms.

* Fluent in English and are a confident communicator.

* Ability to develop value-creating strategies and models that enable clients to innovate, drive growth and increase their business profitability while remaining a sustainable business.

* Ability to assess the current processes, identify improvement areas and sugg est the technology solutions.

* Logical thinking and problem-solving skills

Salary Range: $161,500-$218,500 a year

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