Head - Enterprise Business

2 weeks ago

Mumbai, India Tata Consultancy Services Full time

Tata Consultancy Services (TCS) is a global leader in IT services, consulting, and business solutions. As global organizations reimagine their operating models, TCS is embedding Data Centres into its full cloud services stack to create a foundation strategic lever for digital transformation, long-term resilience and new growth opportunities.

Key responsibilities:

  • P&L Ownership:
    Own full P&L for the enterprise business, delivering revenue, growth, and margin targets
  • Sales Strategy & Execution:
    Develop and implement sales strategies to achieve revenue and margin targets. Conduct market segmentation, competitive analysis, and value-proposition development for enterprise offerings.
  • Pricing
    : Run disciplined forecasting, pricing, and portfolio mix
  • Sales Talent Development:
    Build, lead, and coach enterprise account executives and presales experts
  • Pre-Sales & Solutioning
    : Oversee RFP/RFI responses and proposal development, ensuring technical accuracy, competitive pricing, and clear ROI articulation
  • Partnerships:
    Establish deep working relationships with our client partners, telcos, infra providers, and hyperscalers; negotiate pricing, incentives, co-sell models, joint pitches and deal conversion
  • Contracting:
    Lead contract negotiations to secure favourable terms, mitigate risks, and ensure compliance
  • Customer Engagement:
    Own CXO relationships and act as executive partner for strategic logos; secure multi-year service agreements/renewals
  • Customer Success:
    Ensure measurable business outcomes by driving adoption, satisfaction, and long-term value realization across key Enterprise engagements
  • Sales governance
    : Define sector-specific growth strategies and monitor enterprise account executives' performance through KPIs, scorecards, and regular reviews
  • Thought Leadership
    : Partner with marketing for demand-generation campaigns, thought-leadership content, and executive forums

Qualifications & experience:

  • MBA/advanced degree preferred
  • 20+ years of proven experience in leadership for enterprise sales and P&L ownership across data centre, cloud, or IT services—including 10+ years in a senior role with direct revenue and margin accountability
  • Deep knowledge of cloud, Data Centre technologies, IT services offerings, operations, enterprise procurement/RFP cycles, and partner programs
  • Strong commercial acumen (pricing, deal structuring) and executive communication with customers and partners.
  • Excellent stakeholder management and communication skills, including experience in working with ET500 enterprises

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