TATA Consultancy Services (TCS) is one of the world's leading information technology companies. Through its Global Network Delivery Model™, Innovation Network, and Solution Accelerators, TCS focuses on helping global organizations address their business challenges effectively. A part of the TATA Group, India's largest industrial conglomerate, TCS has over 100,000 of the world's best trained IT consultants in 47 countries. The company generated consolidated revenues of US $4.3 billion for fiscal year ended 31 March, 2007 and is listed on the National Stock Exchange and Bombay Stock Exchange in India. certainty as never before!
 
 Location: East Coast or MidWest or South East; 80% Travel expected and required
 
Position Summary:
·         Lead and close Sales cycles for Source to Pay BPO deals delivered on TCS's technology platform. Deals will include a combination of Source2Pay technology, plus TCS onsite/offshore service delivery, plus hosting and infrastructure management on TCS hardware
·         Drive client discussions to understand pains and needs, craft TCS solution fit and value proposition and sell Platform BPO solutions in areas of indirect spend management processes e.g. spend analysis, category management, strategic sourcing, contract management, purchase order processing, invoicing and accounts payable
·         Drive client discussions to understand pains and needs, craft TCS solution fit and value proposition and sell Sourcing Consulting and BPO solutions for indirect spend categories, such as IT hardware, software, telecom services and equipment, facilities and maintenance, finance, legal, corporate travel, corporate services, temporary labor, marketing, engineering & construction, transportation
·         Conduct detailed due diligence around client opportunity to gain value from TCS sourcing consulting and outsourcing services; Build client business case and gain client buy-in
·         Help support practice development e.g. public speaking, working with Software, Hardware and Consulting partners to generate leads and close business
·         Work in conjunction with Presales team in crafting proposal, value proposition to customer
 

    * Work with other TCS service line practices (e.g. BPO, Engineering Solutions) & Industry Sector Units (e.g. CPG/Retail, Financial Services, Insurance, Manufacturing etc.) to lead sales cycles in a matrixed environment and close business

 
 
Principal Accountabilities:
·         Accountable for selling Total Order Booked Value of US$ 20 M (across multiple terms of a deal) annually
·         Accountable for annual pipeline creation of US$ 40 M in RFP-submitted or post stage
 
Education:
·         Bachelors degree. Masters degree in Supply Management, SCM preferred
·         Professional certifications like CPM, CPSM, AP, CPIM preferred
 
Work Experience:
·         PROVEN verifiable sales track record in the US$ 5-10 M annual range
·         10 - 12  years of total relevant work experience in sales and pre-sales of software, BPO and Consulting solutions in the Spend Management, SCM, Procurement space
·         Mix of work experience as industry sourcing practitioner and consultant preferred
 
Skills:
·         Knowledge of SRM and Spend Management technologies such as SAP is a MUST
·         Strong oral and written Communication skills
·         Good analytical and commercial skills
·         Strong experience in all aspects to Spend Analysis, Procurement, Contract Management, Invoicing, Supplier Performance Management, Supplier Relationship Management, Category management and ongoing improvement
·         Practitioner skills in understanding the client sourcing and procurement context
·         Consultative selling skills
Other Important:
·         Well connected with CPO, business decision makers
·         Good connects with Analyst firms and other third parties
·         Well respected in industry

Qualifications
 
Education:bBachelor's / Master degree in Business Management, Computer Science or related Field

Job: Sales