Business Relationship Manager for Telecom & Media

IoT And Digital Engineering Service Line Manager

This position is part of TCS's IoT and Digital Engineering Service Line, focusing on managing a large relationship, ensuring customer delight, and mining accounts for driving business growth for a large technology customer. The candidate would build excellent client relationships, manage program expectations in collaboration with delivery teams, engage in account mining activities to enable growth as per expectations, and build partnerships for services spanning device engineering, software platforms, cloud, data, and AI.

The ideal candidate will have over 13 years of industry experience shaping proposals, building strong client relationships, managing account-level P&L, opportunities mining, and shaping proposals while collaborating with cross-functional teams to create business opportunities and enhance value for clients.

Key Responsibilities:

• Lead, grow, and manage engineering, product development services, and IoT solutions and services for device engineering, software platforms, cloud, data, and AI.
• Engage senior client executives in device engineering based on open-source platforms, IT & business leaders, and procurement stakeholders to build long-term partnerships.
• Strategic thinker with strong consultative selling skills and the ability to build long-term client relationships.
• Monitor account performance, lead business reviews, and support relationship management to expand service footprint, specifically in a large relationship.
• Drive account mining, identify opportunities towards pipeline development, and manage sales cycles to closure, contributing to revenue growth and market expansion positioning IoT and digital engineering services to prospective and existing clients.
• Build and maintain account maps, identify high-potential opportunities, and strategize go-to-market plans with technical and sales leadership.
• Represent the company at industry events and build visibility through thought leadership and client engagements.

Must-Have Skills:

• Strong domain experience in telecom & media.
• Proven account management and client relationship experience in the US region, specifically in managing a large relationship.
• Exceptional communication and stakeholder management skills.

Qualifications:

• Bachelor's in engineering/Master in Engineering/Master in Business Administration with 13+ years of experience with at least 5+ years of large relationship and account management.
• Experience and deep domain knowledge in telecom & media.
• Experience of positioning offerings, developing and presenting proposals, value propositions, business cases, and complex deal structuring.
• Strong technical skills with the ability to engage customers with "consultative selling" is essential.
• Ability to understand market/customer needs and work with solution teams to help develop innovative solutions for the industry.

Salary Range: $200,000 - $250,000 a year