Role: Business Relationship Manager - CMI
Location: Bay Area - CA
Role Overview
We are seeking an exceptionally strong Business Relationship Manager (BRM) to own and grow strategic client relationships through consultative selling, AI-led value creation, and CXO-level engagement.
This role sits at the intersection of business strategy, technology advisory, and revenue growth, acting as a trusted advisor to senior client stakeholders while driving measurable business outcomes and portfolio expansion.
Key Responsibilities
1. CXO Relationship Ownership
Build and own deep relationships with CXO and senior stakeholders
Drive executive-level conversations on:
Business transformation
AI/GenAI opportunities
Operating model evolution
Position as a trusted advisor, not a transactional vendor
2. Consultative Selling & Deal Shaping
Lead consultative selling engagements, identifying latent client needs
Translate business challenges into:
Technology-led solutions
AI-enabled transformation programs
Shape and drive large, complex deal cycles end-to-end
Leverage structured frameworks to drive high-value opportunity conversion
3. AI-led Value Creation
Bring AI-first thinking into every client conversation:
Productivity transformation
Automation opportunities
Digital/AI-led business models
Co-create AI-backed business cases and value propositions
Partner with delivery, AI, and COE teams to convert ideas into execution
4. Account Growth & Revenue Expansion
Own revenue growth, pipeline, and account expansion strategy
New business development
Cross-sell / upsell opportunities
Contract renewals and extensions
Maintain strong win rates through proactive pipeline creation and deal management
5. Strategic Partnership Development
Act as the single point of orchestration across:
Sales Delivery Transformation teams
Align internal capabilities to client priorities
Drive long-term strategic partnership positioning vs. vendor role
6. Executive Communication & Storytelling
Develop boardroom-ready narratives: Business value articulation, Transformation roadmaps
Outcome-driven proposals. Drive impactful executive reviews, QBRs, and steering engagements
7. Governance & Client Satisfaction
Ensure high levels of: Client satisfaction, Engagement health, Delivery alignment
Manage escalations proactively and ensure rapid resolution with business context
Maintain continuous feedback loops and improvement actions
Required Qualifications
7–12 years of experience in: Client management / BRM / Account leadership roles
Proven track record in:
CXO engagement and relationship management
Consultative selling and deal closure
Strong understanding of: Enterprise technology (Cloud, Data, AI/GenAI)
Preferred Qualifications
Experience in:
Google Cloud / Hyperscaler ecosystems
AI-led transformation programs
Strong executive presence and boardroom communication capabilities
Ability to operate in: Global, multi-geo, high-stakes environments
Salary Range: $172,300 - $203,000 a year
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More Information
Application Details
- Organization DetailsTCS / Tata Consultancy Services
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