Head of GTM GBS Manufacturing

Head of GTM GBS Manufacturing BPS Shared Services GBS.AI Transformation Purpose of the Role: Drive new business creation and large deal sales for AI-led, end-to-end GBS / Shared Services transformation programs across Retail and CPG clientsfocusing on operational efficiency, supply chain resilience, and margin expansion. Key Responsibilities: Business Development & Pipeline Creation Act as a market maker, originating demand and building a pipeline of large transformation deals Develop and execute industry-specific sales strategies across: Discrete manufacturing Industrial products Process manufacturing CXO Engagement & Relationship Building Build and maintain deep relationships with senior stakeholders, including: CFO, COO, CHRO, CCO Head of GBS / Shared Services Chief Supply Chain Officer (CSCO) Chief Procurement Officer (CPO) Plant operations / manufacturing leadership Position TCS as a trusted advisor for operations and supply chain transformation Consultative & Value-Based Selling Sell integrated GBS / Shared Services, multi-tower transformation, including: Finance Transformation Supply chain planning & logistics optimization Procurement & strategic sourcing Order-to-cash & aftermarket services Manufacturing support operations (planning, analytics, reporting) Workforce / HRO Transformation Apply a consultative approach to: Diagnose inefficiencies across production-to-cash value chain Shape transformation strategies for cost, throughput, and resilience Align solutions to EBITDA improvement and working capital outcomes End-to-End Deal Leadership Own the full sales cycle: Opportunity creation Qualification and shaping Proposal development Contract negotiation and closure Lead large, complex, multi-year deal pursuits Cross-Functional Orchestration Collaborate across: Domain experts (Finance, Supply Chain, Procurement, HRO) AI / Cognitive Ops teams Delivery and solutioning teams Bring together integrated TCS capabilities into a single client narrative Industry & Market Leadership Act as a thought leader in manufacturing value chain transformation Stay current on: Global supply chain disruptions Nearshoring / reshoring trends AI in production planning, procurement, and logistics Represent TCS in client forums, industry events, and advisory engagements What Success Looks Like Wins large, multi-tower transformation deals across Manufacturing clients Builds a sustainable, high-quality pipeline aligned to revenue targets Establishes trusted advisor relationships at CXO level Drives measurable outcomes: Cost reduction across operations and procurement Working capital and inventory optimization Supply chain resilience and risk mitigation Improved production planning and throughput Must-Have Experience 15+ years in Manufacturing sales across consulting, outsourcing, or transformation services Proven success in: Hunting and closing large deals (> $20M TCV) Managing complex, multi-stakeholder sales cycles Deep understanding of: Supply chain and production planning Procurement and supplier ecosystems Order-to-cash and aftermarket operations Strong relationships with CXO and GBS leadership What Sets You Apart: Ability to sell end-to-end manufacturing value chain transformation Strong CXO storytelling across CFO, COO, CSCO, and CPO agendas Ability to connect AI-led transformation to EBITDA, cost, and efficiency metrics Strong commercial acumen and deal structuring capability Why This Role @ TCS Lead AI-led transformation of industrial and manufacturing value chains Own and shape large-scale, operations-focused transformation deals Leverage TCSs scale, platforms, and engineering depth (IT + AI + Ops + Platforms) Be part of a new CXO-led sales model for autonomous GBS Salary Range: $240,000-$275,000 a year + Sales Incentive LI-NK1