Business Relationship Manager - Industrial

Job Description

This position is part of TCS’s IoT and Digital Engineering Service Line, focusing on driving business growth for customers in the Industrial Machinery Industry segment such as Heavy Engineering and Construction Equipment, Agriculture & Farm Machinery, Industrial Machinery & Supplies, etc. The associate will be a "Hunter" and develop revenue‑producing relationships with decision‑making CxO level executives at targeted accounts and logos, while also driving the sales cycle of all assigned/generate sales opportunities from initial prospect communication through contract execution.

The candidate will act as the single point of contact for customers, driving sales, managing high‑value accounts, and building partnerships for services that span product engineering, manufacturing, supply chain, sustainability, and more. The ideal candidate will have over 15 years of industry experience shaping proposals, building strong client relationships, and driving sales while collaborating with cross‑functional teams to create business opportunities and enhance client value.

• Lead, sell and manage engineering, manufacturing and IoT solutions and services across industrial machinery customers, including but not limited to manufacturing transformation, edge‑to‑cloud IoT platforms/applications, and full product lifecycle management services.
• Drive pipeline development and manage sales cycles to closure, contributing to revenue growth and market expansion by positioning IoT and digital engineering services to prospective and existing clients.
• Collaborate with regional sales teams to acquire new logos for IoT & DE business for TCS.
• Provide domain expertise to shape solutions, create proposals, and articulate value to customers.
• Carry out market analysis and lead business planning and strategic sales activities.
• Actively engage in the marketplace to raise awareness of our IoT & engineering solutions with targeted clients through trade shows, research‑led thought leadership, client roadshows and workshops.
• Engage senior client executives, IT & business leaders, and procurement stakeholders to build long‑term partnerships.
• Build and maintain account maps, identify high‑potential opportunities, and strategize go‑to‑market plans with technical and sales leadership.
• Monitor account performance, lead business reviews, and support relationship management to expand service footprint.
• Represent the company at industry events and build visibility through thought leadership and client engagements.

• Strong domain experience in the industrial segment, such as heavy engineering and construction equipment, agriculture & farm machinery, industrial machinery & supplies, etc.
• Proven sales and client relationship experience in the US region.
• Exceptional communication and stakeholder management skills.

• Bachelor’s in engineering / Master’s in engineering / Master’s in Business Administration with 15+ years of experience, including at least 5+ years of business development experience in shaping & selling large scale technology solutions.
• Experience and deep domain knowledge of industrial machinery customers such as heavy engineering and construction equipment, agriculture & farm machinery, industrial machinery & supplies, etc.
• 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.

$150,000-$174,000 a year

BACHELOR OF COMPUTER SCIENCE