Head - Enterprise Business

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.

Role: Head - Enterprise Business

Experience: 20+ years

Location: Mumbai

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