Consulting Partner Lead (C&SI)

The organisation

TCS was awarded as #1 Top Employer in the Netherlands and the European Union. It has grown in 50 years to a company of more than 460,000 employees globally, traditionally being involved in large scale IT and Business services and transformations for almost all blue-chip clients worldwide. 

The position

Consulting Partner Lead role in TCS’s Consulting & Services Integration (C&SI) for Banking Financial Services & Insurance (BFSI) UK & Europe team. Focus on BFSI Transformation covering all Go to Market activities for designated BFSI accounts across Benelux, Nordics and selected European accounts, working as part of the global C&SI team. 

Candidate should be highly experienced in managing consulting relationships at Senior Management Level to drive our client's strategic agenda. Candidate should possess deep knowledge of the BFSI industry, clients, their priorities and pain points. Should proactively identify complex/subtle problems and guide the team or client to effective solutions, coordinate and develop Cross Consulting Opportunities and Full TCS Services solutions within the account. Candidate will also be responsible to develop joint thought leadership with the ISU/Accounts with focus on Benelux.  Ability to focus on achieving Revenue and Margin demonstrate Control over Sales Pipeline and to build and lead teams in a collaborative manner. The role can be based in either Amsterdam or Brussels.

Successful candidates will need to be able work closely with TCS IT delivery and therefore need to have an awareness, understanding and be comfortable dealing with IT stakeholders as well as Business Stakeholders in driving Digital transformation. C&SI focuses on driving TCS revenue and not just pure consultancy and therefore they need to be comfortable in focusing on larger scale IT enabled Business transformation and hence experience of driving and delivery large multi-year IT and Operational transformations is important.

Candidates will need to be comfortable in a highly matrixed environment, working with stakoholders across the breadth of the TCS capabilities.

Tasks & responsibilities

• Drive high value client relationships
• Sell and deliver business transformational programs
• Integrate consulting skills to TCS’ sales and delivery
• Act as trusted advisor to the client and Consulting Partner of choice internally
• Build domain consulting based solutions leveraging multiple solution practices. Bring together advisory and delivery capabilities of TCS
• Significantly increase the consulting wallet share in large key accounts; meet/exceed revenue targets
• Integrate into the account strategy and become a key component of leadership and driver of overall TCS revenue growth.
• Exhibit thought leadership to establish TCS brand in the client consulting space
• Apply industry domain experience to solve business issues.
• Leverage best practices from other client solutions and delivery
• Create business access to non IT executives
• Develop deep domain based CxO relationships that drive the client’s strategic agenda
• Provide business ideas and innovation for strategic positioning of TCS 
• Strengthen the consultative skills and leadership within an account
• Develop and leverage internal TCS Services relationships

Candidate profile

Candidate should possess a deep understanding in several functional banking domain areas including:

• Corporate Banking
• Private Banking
• Consumer Banking
• Wealth & Asset Management
• Lending
• Transaction Services (Securities, Trade, Cash, Item Processing, GFT, Foreign Exchange)
• Asset Management
• Insurance (Life, Pensions, General, Reinsurance)
• Capital Markets including Custody, Clearing & Market Infrastructure 

Candidate must possess this criteria:

• In current position for 4 or more years
• Has worked in Top Tier Consulting Companies including (Deloitte, E&Y, PwC, KPMG, Capgemini, IBM, Accenture, Capco)  for 8+ years
• Has been a consultant for 10+ years
• Has experience in any of the following Processes for 8+ Years (CX, Finance Transformation, Program Management, Strategy)
• Industry Domain – BFSI 10+ minimum, 12+ Preferred
• Fewer than 3 positions in the past 10 years.

Candidate must also possess:

• Demonstrated track record of annually generating multi-million dollars of consultative solution sales at Banking and Financial Services & Insurance clients.
• Verifiable list of senior executive contacts where the phrase ‘senior executive’ equates to an individual who can give the final say on consulting contracts leading to an annual consulting revenue stream of $10M+.
• Experience with target account business development planning and execution (strategic planning, demand generation, opportunity identifications, opportunity pursuit, sales closure) within (Domain) in clients.
• Previously played “trusted advisor” role to client executives and where applicable, account teams.
• Hands-on experience performing demand generation activities including, but not limited to, attending social client gatherings, creating ‘pitch’ presentations, delivering pitches, and defining ROI.
• Previous experience in all aspects of “running” a business, including: managing and building teams, managing to metrics, effective financial management, identifying opportunities for internal collateral/offerings
• Develop and continuously maintain a $10M+ Consulting & Services Integration (C&SI) led pipeline of sales
• Develop, tailor and deliver C&SI led offerings specific to meet client needs that leverage the broader range of TCS Business & Technology & Services and Industry Solutions.
• Lead the development, maintenance and implementation of TCS’ C&SI strategy for Benelux, Nordics & selected European BFSI accounts.
• Identify and convert opportunities for TCS services into delivered revenue streams across consulting and other TCS Practice units
• Oversee delivery engagements and handle the issues and follow-on opportunities resulting from this type of role.
• Develop innovative intellectual capital and thought leadership in (Domain) for senior client presentations and external publication.
• Manage all operational aspects of select accounts including but not limited to: account strategy, pipeline management, revenue forecasting, allocations, revenue/cost/GM management and remediation, unbilled and leakage, etc
• Demonstrated ability to expand client relationships up-line to “CX” level.
• Aggressive analytic and problem solving excellence
• Past experience managing all aspects (sales, delivery and operations) for large clients, a business or line of business
• Superior written and oral communications skills.
• Dynamic time management under pressure and constantly changing priorities.
• Ability to overachieve against personal and team performance metrics in a highly matrixed multi-culture global operating model.
• Strong team player in achieving alignment without consensus

The offer

We provide competitive salary, laptop, phone, access to extensive training resources.

Our internal volunteering and social network allowing you to take at least one paid volunteering day per year, as well as take part in social networks, Health and wellness initiatives such as fit4life and purpose4life internal sports events, we also sponsor Marathons internationally, Initiatives in mental health, LGBTQ among other diversity and inclusion awareness and support.

Interested?

You can apply to this position by using the form below.