Job Title: Water Domain Business Lead

Location: India (Pune, Chennai, Hyderabad, Delhi)

Job Summary The Water Domain Business Lead is responsible for building and growing strategic client relationships across the water and wastewater utilities sector. The role combines domain leadership, consultative business development, account planning, solution shaping, and ecosystem collaboration to create qualified demand and convert opportunities into sustainable revenue. The position acts as a trusted business advisor to clients, connects business priorities with TCS capabilities, and orchestrates cross-functional teams to deliver differentiated, outcome-led propositions.

Key Responsibilities

1. Achieves Revenue & Pipeline Targets through Demand Creation

- Identify and develop demand across water and wastewater utilities by connecting client priorities with relevant TCS capabilities, industry solutions, digital engineering, IoT, data, cloud, asset management, operational technology, and transformation services.
- Build and maintain a healthy, qualified opportunity pipeline through executive conversations, account workshops, industry insights, targeted campaigns, partner propositions, and proactive solution concepts.
- Lead opportunity origination and early-stage qualification, establish business value, define the buying context, and shape a clear path from client need to funded initiative.
- Work with sales, accounts, consulting, delivery, solution, and partner teams to improve conversion from lead to qualified opportunity and from opportunity to closure.
- Monitor the pipeline for value, probability, ageing, competitive position, decision milestones, and dependencies, and initiate timely recovery actions where required.

2 Ownership of Targets

- Own agreed revenue, order-book, pipeline, and demand-generation targets for the water domain, with clear accountability for performance and forecast accuracy.
- Translate annual business objectives into account-level and solution-level pursuits, measurable milestones, and disciplined execution plans.
- Maintain visibility of target attainment, risks, gaps, and corrective actions, and provide evidence-based updates to leadership.
- Balance short-term pursuit conversion with medium-term pipeline development and long-term strategic account growth.

3 Positions TCS as Business Advisor

- Develop a strong understanding of each client’s business strategy, operational challenges, regulatory context, investment priorities, technology landscape, and transformation agenda.
- Engage client executives and business leaders with a point of view on sector trends, operational resilience, customer and environmental outcomes, asset performance, data-led decision-making, and digital transformation.
- Create client-specific value propositions, business cases, roadmaps, maturity assessments, and executive narratives that clearly link TCS capabilities to measurable business outcomes.
- Bring relevant TCS experience,



reusable assets, alliances, and cross-industry innovation into client discussions without presenting generic or technology-led propositions.
- Build credibility through domain depth, commercial awareness, structured problem solving, and consistent follow-through.

4 Alliance Led Growth

- Define and execute alliance-led growth strategies for the water domain by aligning TCS capabilities with complementary technology, engineering, platform, and industry-partner offerings.
- Identify priority alliance partners and jointly develop differentiated propositions, market plays, account-entry strategies, and repeatable solution patterns for water and wastewater utilities.
- Create joint go-to-market plans covering target clients, demand-generation campaigns, executive engagement, workshops, demonstrations, thought leadership, and industry events.
- Work with alliance, sales, consulting, solution, and delivery teams to originate and qualify partner-influenced opportunities and establish clear ownership across the pursuit lifecycle.
- Develop joint value propositions and business cases that define the client outcome, combined capabilities, delivery responsibilities, commercial model, and competitive differentiation.
- Maintain governance for alliance pursuits, including prospect tracking, pipeline contribution, partner commitments, solution dependencies, risks, and agreed next actions.
- Strengthen partner relationships through regular business reviews, shared account planning, solution enablement, credential development, and structured knowledge exchange.

5 Collaboration & Networking

- Create effective virtual teams across sales, account management, consulting, delivery, engineering, industry units, centers of excellence, alliances, and marketing.
- Build a strong internal network to mobilize the right subject-matter experts, credentials, accelerators, and leadership sponsorship for each opportunity.
- Develop relationships with technology and industry partners to shape complementary propositions and strengthen market access.
- Encourage knowledge sharing across geographies and accounts, including reuse of proven case studies, solution patterns, lessons learned, and proposal content.
- Represent the water domain in relevant client forums, internal communities, industry events, and partner engagements.

Required Skills & Qualifications

Education

Bachelor's degree in engineering, technology, environmental sciences, business, or a related discipline.

A postgraduate qualification in business, management, utilities, or a related field is desirable.





Experience

- 10+ experience in the water and wastewater utilities sector, with a strong understanding of utility business, operational, asset, customer, environmental, and regulatory priorities.
- Proven experience in business development, consulting, client relationship management, account growth, solution shaping, or strategic sales in a complex B2B environment with $20M+ target achievement.
- Demonstrated ability to originate and qualify opportunities, influence senior stakeholders, coordinate multi-disciplinary teams, and support complex pursuits through closure.
- Experience developing client-specific propositions, business cases, account plans, executive presentations, and proposal responses.
- Experience working across geographies and with distributed teams, alliance partners, and delivery organizations is desirable.

Technical Skills

- Water and wastewater utility domain knowledge, including core business processes and the operating context of asset-intensive utilities.
- Working knowledge of digital utility capabilities such as operational technology and IT convergence, SCADA and telemetry, IoT, data platforms, analytics and AI, GIS, asset management, digital twins, cloud, and cyber security.
- Ability to translate technical capabilities into business outcomes, value drivers, implementation roadmaps, and differentiated propositions.
- Strong capability in opportunity qualification, pipeline management, forecasting, account planning, commercial awareness, and proposal governance.
- Proficiency in creating executive-ready presentations, structured documents, business cases, and management reports.
- Soft Skills
- Executive presence and the ability to communicate credibly with business, operational, and technology stakeholders.
- Consultative listening, structured problem solving, commercial judgement, and a strong client-outcome orientation.
- Influencing and negotiation skills, with the ability to align stakeholders without relying on formal authority.
- Excellent written, verbal, presentation, and facilitation skills.
- Collaboration, cultural awareness, adaptability, resilience, and disciplined follow-through.
- High standards of integrity, confidentiality, accountability, and attention to detail.

Measures of Success

- Achievement of agreed revenue, order-book, qualified-pipeline, and demand-creation outcomes.
- Quality, coverage, progression, and forecast accuracy of the water-domain opportunity pipeline.
- Growth in strategic client relationships, executive access, and TCS participation in priority transformation initiatives.
- Conversion of differentiated propositions into qualified pursuits and successful outcomes.
- Effectiveness of cross-functional collaboration, governance adherence, and leadership reporting.
- Contribution to reusable water-domain assets, thought leadership, partner propositions, and team capability.

📌 Water Domain Business Lead (India)
🏢 Tata Consultancy Services
📍 India