Role: Vertical Lead – Industrial Machinery

Location

Bangalore / Pune / Chennai / Hyderabad

Role Summary The Vertical Lead – Industrial Machinery (IM) will be responsible for driving business growth, customer engagement, and industry-focused initiatives within the Industrial Machinery segment of the Manufacturing Business Unit. The individual will work closely with account teams, sales, solutions, and delivery organizations to identify opportunities, expand customer relationships, and position the organization's engineering, manufacturing, and digital transformation capabilities.

This role requires a robust understanding of the IM industry, including OEMs, equipment manufacturers, automation providers, and component suppliers, along with the ability to translate customer business challenges into growth opportunities.

Key Responsibilities

Business Growth & Market Development

- Development and execution of the Industrial Machinery vertical strategy in line with Annual growth plans.
- Identify opportunities for account expansion, cross-selling, and new logo acquisition leading to healthy pipeline
- Monitor industry trends, market dynamics, customer investments, and competitive positioning.

Customer Engagement & Account Development

- Build trusted relationships with customer stakeholders across multiple functions
- Understand customer priorities, business challenges, and investment areas.
- Participate in customer workshops, executive reviews, and business development discussions.

Sales & Presales Support

- Collaborate with sales, solution, and delivery teams on opportunity pursuits.
- Help position Industry 4.0, Digital Engineering, Smart Manufacturing, and Sustainability solutions
- Support deal shaping, solution articulation, and value proposition development.

Industry Solutions & Offerings

- Work with business units and service lines to develop Industrial Machinery-focused offerings and solutions.




- Support go-to-market initiatives around:
- Product and manufacturing Engineering, Smart Factory & Industry 4.0 and Industrial Automation
- Digital Thread & Digital Twin, Supply Chain Transformation, Sustainability & Energy Efficiency

Delivery & Business Governance

- Support governance reviews and business planning activities.
- Identify risks, mitigation plans, and growth opportunities across existing accounts.

Industry Thought Leadership

- Develop industry insights, customer presentations, and thought leadership assets.
- Industrial Machinery trends - intelligent products, autonomous systems, robotics, sustainability, and servitization.
- Support participation in industry events, customer forums, and leadership workshops.

Required Qualifications

Experience

- 15+ years - Industrial Machinery, Manufacturing, Engineering Services, Digital Engineering, Consulting
- Experience working with Industrial Machinery OEMs, Automation companies, and Equipment Manufacturers
- Proven experience in business development, account management, consulting, or industry solution development.

Industry Knowledge

Strong understanding of

- Industrial Machinery industry value chain, Product Engineering and Lifecycle Management
- Industrial Automation & Robotics, Smart Manufacturing / Industry 4.0
- PLM, ERP, MES and Digital Manufacturing platforms, Connected Products & Industrial IoT

Desired Competencies

Business Skills

- Business Development
- Go-to-Market Execution
- Solution Positioning

Customer Skills

- Stakeholder Management
- Customer Relationship Development – executive communication
- Consultative Selling

Leadership Skills

- Cross-functional Collaboration
- Strategic Thinking, problem solving
- Results Orientation

Key Performance Indicators (KPIs)

- Pipeline generation and hence revenue growth from Industrial Machinery accounts
- Large pursuit support and win contribution
- Development of vertical-specific solutions and offerings
- Customer satisfaction health metrics

📌 Vertical Lead – Industrial Machinery (Bengaluru)
🏢 Tata Consultancy Services
📍 Bengaluru