Responsibilities: Achieves Revenue & Pipeline Targets through Demand Creation Trend Implications, Possibilities and Solutions (TIPS) creation- Studies current trends and market analysis, reports and creates / refines TIPS collaboratively Identifies the right buying zone / doors Identifies all the key people likely to be connected to the opportunities and creates a Relationship Suite along with Domain / Technology experts & TCS delivery teams Prepares Entry Value Statement (EVS) and High Gain Questions (HGQ) along with pre-sales, domain / technology experts and delivery team. Creates nonlinear revenues Identifies the Client’s Critical Success Factors (CSFs) and collaboratively prepares Value Propositions that addresses the CSFs Identifies potential solutions/ offerings Ownership of targets Owns and ensures achievement of agreed sales targets (Total Estimated Contract Value & Sales Order Booked Value) Achieves targets for realizable revenue commitments for the FY Maintains high win rate for qualified opportunities Achieves and maintains Margins Positions TCS as Business Advisor Crafts appropriate Value Propositions using Business Value Metrics (BVM) Works with the delivery teams to understand the Value delivered, benchmarks the results with the best-in-class solutions and presents the metric to prospects/clients. Supports account team in creation of business case studies Identifies referrable customer with specific value delivered Collaboration & Networking Works with TCS teams and identifies and targets client opportunities along with Domain & Technology Experts Coordinates with pre-sales team and supports delivery team during proposal writing Works with marketing team on competitive market intelligence Liaises with external vendors / alliances to evaluate the offerings available with them and customize to create new offerings as per the client requirements Builds political landscape to strengthen relationship using powerful network Planning Forecasts & does Business planning including resources for the relationship through client research and networking using market research Provides inputs for strategic planning Reviews delivery plans & budgets Corporate Governance and Reporting Provides relationship-specific workforce planning data when appropriate Provides revenue forecasts when required Analyses win-loss ratio for proposals submitted Partners with clients on the CSR Events Relationship Management Builds relationship with key executives to understand the CSFs & enriches customer research Ensures appropriate pricing of TCS offerings to clients based on relationship Ensures timely resolution of key escalations / addresses concerns from clients & puts in place mitigation plans Maintains high levels of CSI Leverages relationship appropriately to acquire new opportunities Explores opportunities to cross / up sell as appropriate through TIPS Conducts executive tracking to open newer doors of opportunity Team Management Sets reasonable, challenging, and clear expectations to direct reports & provides appropriate performance feedback Supports & provides guidance to the team to achieve personal, team or professional goals using personal currency Creates MVP (Most Valued Player/ Hi PO) in the team Manages resources appropriately for effective utilization Encourages the team to achieve Business Advisory position, at level Personal Development Monitors gaps in one’s own required competencies and enrolls for relevant learning programs to bridge gaps in competencies Creates a personal development plan in discussion with supervisor and solicits coaching to enhance one’s competencies Qualifications: Experience in business development / account management for a healthcare customer or experience in performing this role on an enterprise business processing side for an customer
Job Type: Full-time
Pay: $140,000.00 – $150,000.00 per year
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Work Location: Remote