Business Relationship Manager at Tata Consultancy Services

About the Job

Job Summary & Objectives

• Relationship Management: Build and maintain multi-threaded relationships, from senior management to C-suite, to understand client needs.
• Revenue Growth: Drive account expansion by identifying upsell/cross-sell opportunities, responding to RFPs, and negotiating contracts.
• Delivery Excellence: Collaborate with internal delivery teams to assure high-quality project delivery, manage risks, and ensure client satisfaction.
• Strategic Planning: Develop long-term account strategies and roadmaps, leading QBRs (Quarterly Business Reviews) and EBRs (Executive Business Reviews).

Key Duties And Responsibilities

• P&L Ownership: Take accountability for the financial health (profitability and revenue targets) of the assigned account portfolio.
• Client Advocacy: Represent the client's voice internally, ensuring their requirements and feedback are acted upon.
• Solutioning & Consulting: Partner with technical teams to translate business problems into scalable, actionable engineering or consulting solutions.
• Risk Mitigation: Proactively address client issues or delivery roadblocks, acting as the primary point of escalation.

Qualifications

• Experience: 13+ years of progressive experience in IT services account management, technical consulting, or enterprise sales.
• Industry Knowledge: Strong understanding of IT service offerings (e.g., Cloud, Digital Solutions, Application Development, Data Analytics).
• Executive Presence: Proven experience engaging C-suite executives and senior stakeholders.
• Analytical Skills: Ability to analyze account performance metrics, create forecasts, and manage seven-figure portfolios.
• Communication: Exceptional negotiation, presentation, and relationship-building skills.

Salary Range: $136,900 - $185,200 a year