Solutions Sales Director

Role: Solutions Sales Director

Required Technical Skill Set:

Enterprise IoT & Industry 4.0 Solutions, Industrial AI & Automation, Smart Stores & Warehouse Robotics, Grid Modernization, Enterprise Asset Management (EAM), Strategic Alliance Sales, High-Value Bid Management, Consultative Deal Orchestration

Experience:

15 - 25 years of enterprise software, platforms, or digital services sales, with a proven track record in high-value complex solution selling.

Location: Pan India (prefer Pune, Hyderabad, Bangalore, Chennai)

Desired Competencies :

Must-Have:

• Proven success in driving and closing multi-million dollar ($10M+) consultative service and platform-led digital transformation deals across multiple segments (including Manufacturing, Utilities, Retail, Logistics, or Aerospace).

• Strong ecosystem sales experience, with a track record of driving joint Go-To-Market (GTM) strategies and co-selling alongside global software giants and niche IoT players.

• Exceptional commercial engineering skills, with the ability to construct complex, risk-sharing, outcome-based, and utility/consumption-based business models.

• Deep familiarity with buying behaviors, local enterprise and public sector procurement cycles, and regulatory landscape in India and the GCC region.

• Executive presence with outstanding storytelling capabilities, able to consult and build trust with C-level stakeholders (CIOs, COOs, Chief Digital Officers).

Good-to-Have:

• Strong foundational knowledge across multiple digital domains: Industrial IoT (IIoT), supply chain robotics, connected assets, digital twins, and AI-driven energy optimization solutions.

• Experience working in a highly matrixed global organization, collaborating effectively with diverse delivery heads, Center of Excellence (CoE) leads, and bid management teams.

• Familiarity with mega-scale regional market drivers

Role descriptions / Expectations from the Role:

GTM Strategy & Cross-Industry Expansion

Formulate and execute a comprehensive GTM strategy to scale Connected Services across all segments—including Smart Factories (Manufacturing), Smart Stores & Warehousing (Retail/Logistics), Connected Aircraft (Aerospace), and Grid Modernization (Utilities)—across India and the Middle East.

Ecosystem & Alliance Monetization

Actively leverage and co-sell with key strategic partners to design and position differentiated, joint value propositions that outpace competitors.

Consultative Deal Origination & Advisory

Lead the origination of high-value, transformative opportunities. Act as an industry advisor to help clients design roadmaps for operational resilience, asset optimization, automated warehouses, smart retail experiences, and sustainable emissions reduction.

Strategic Bid Management & Value Architecture

Lead the preparation of high-stakes RFP/RFI responses and unsolicited transformational bids. Collaborate with cross-functional technical, delivery, and pricing teams to synthesize cohesive, business-case-driven proposals.

Commercial & Contract Governance

Own the pipeline-to-contract lifecycle. Lead pricing strategies, high-value contract negotiations, and deal structure optimization to ensure both strong customer adoption and healthy internal margins (Gross Margin/Contribution Margin).

Internal Capability Matching

Partner closely with TCS delivery heads, CoE leads, and academic programs (such as the Grid Academy and industrial IoT groups) to ensure that customer commitments are seamlessly aligned with delivery capabilities and incoming talent pipelines.

Market Influence & Thought Leadership

Represent TCS at major regional forums, summits, and client roundtables focusing on Industry 4.0, AI, Smart Infrastructure, and Digital Transformation.