Role: Solutions Sales Director

nRequired Technical Skill Set:

nEnterprise IoT & Industry 4.0 Solutions, Industrial AI & Automation, Smart Stores & Warehouse Robotics, Grid Modernization, Enterprise Asset Management (EAM), Strategic Alliance Sales, High-Value Bid Management, Consultative Deal Orchestration

nExperience:

n15 - 25 years of enterprise software, platforms, or digital services sales, with a proven track record in high-value complex solution selling.

nLocation: Pan India (prefer Pune, Hyderabad, Bangalore, Chennai)

nDesired Competencies :

nMust-Have:

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- Proven success in driving and closing multi-million dollar ($10M+) consultative service and platform-led digital transformation deals across multiple segments (including Manufacturing, Utilities, Retail, Logistics, or Aerospace).
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- Strong ecosystem sales experience, with a track record of driving joint Go-To-Market (GTM) strategies and co-selling alongside global software giants and niche IoT players.
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- Exceptional commercial engineering skills, with the ability to construct complex, risk-sharing, outcome-based, and utility/consumption-based business models.
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- Deep familiarity with buying behaviors, local enterprise and public sector procurement cycles, and regulatory landscape in India and the GCC region.
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- Executive presence with outstanding storytelling capabilities, able to consult and build trust with C-level stakeholders (CIOs, COOs, Chief Digital Officers).
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nGood-to-Have:

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- Robust foundational knowledge across multiple digital domains: Industrial IoT (IIoT), supply chain robotics, connected assets, digital twins, and AI-driven energy optimization solutions.
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- Experience working in a highly matrixed global organization, collaborating effectively with diverse delivery heads, Center of Excellence (CoE) leads, and bid management teams.
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- Familiarity with mega-scale regional market drivers
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nRole descriptions / Expectations from the Role:

nGTM Strategy & Cross-Industry Expansion

nFormulate and execute a comprehensive GTM strategy to scale Connected Services across all segments—including Smart Factories (Manufacturing), Smart Stores & Warehousing (Retail/Logistics), Connected Aircraft (Aerospace), and Grid Modernization (Utilities)—across India and the Middle East.

nEcosystem & Alliance Monetization

nActively leverage and co-sell with key strategic partners to design and position differentiated, joint value propositions that outpace competitors.

nConsultative Deal Origination & Advisory

nLead the origination of high-value, transformative opportunities. Act as an industry advisor to help clients design roadmaps for operational resilience, asset optimization, automated warehouses, smart retail experiences, and sustainable emissions reduction.

nStrategic Bid Management & Value Architecture

nLead the preparation of high-stakes RFP/RFI responses and unsolicited transformational bids. Collaborate with cross-functional technical, delivery, and pricing teams to synthesize cohesive, business-case-driven proposals.

nCommercial & Contract Governance

nOwn the pipeline-to-contract lifecycle. Lead pricing strategies, high-value contract negotiations, and deal structure optimization to ensure both strong customer adoption and healthy internal margins (Gross Margin/Contribution Margin).

nInternal Capability Matching

nPartner closely with TCS delivery heads, CoE leads, and academic programs (such as the Grid Academy and industrial IoT groups) to ensure that customer commitments are seamlessly aligned with delivery capabilities and incoming talent pipelines.

nMarket Influence & Thought Leadership

nRepresent TCS at major regional forums, summits, and client roundtables focusing on Industry 4.0, AI, Smart Infrastructure, and Digital Transformation.

📌 Solutions Sales Director (Bengaluru)
🏢 Tata Consultancy Services
📍 Bengaluru