Business Relationship Manager

About TCS:

Tata Consultancy Services is an IT services, consulting and business solutions organization that has been partnering with many of the world’s largest businesses in their transformation journeys for over 50 years. TCS offers a consulting-led, cognitive powered, integrated portfolio of business, technology and engineering services and solutions. This is delivered through its unique Location Independent Agile™ delivery model, recognized as a benchmark of excellence in software development.

TCS has been serving customers in Switzerland since 1985. The company’s presence in Switzerland consists of offices in Zurich, Basel and Nyon. TCS Switzerland offers a broad spectrum of IT Services, Consulting and Financial Solutions. TCS has over 600+ consultants working in Switzerland and over 11000 associates supporting Swiss Clients from Offshore.

Location: Switzerland (Zurich / Bern / Basel preferred)

Role Summary

We are seeking a Business Relationship Manager (BRM) to acquire new insurance clients (“new logos”) in the Swiss domestic insurance market, while also growing selected strategic accounts. The role carries end‑to‑end commercial ownership, combining relationship leadership, revenue growth, and strategic account development, with a strong focus on AI‑enabled and digital transformation services delivered in a pragmatic and compliant manner.

Key Responsibilities

New Logo Acquisition

• Identify, qualify, and pursue new local Swiss insurance clients (Life, Non‑Life, Health)
• Develop entry strategies for greenfield and competitor‑held accounts
• Initiate and lead executive‑level conversations with CIO, COO, Head of IT, Claims, Operations, and Digital leaders
• Own the full lifecycle for new logos:
• Market targeting and account entry
• Relationship building and trust establishment
• Opportunity shaping, proposal leadership, and negotiations
• Deal closure and onboarding
• Convert initial wins into anchor engagements and long‑term relationships

Relationship Ownership & Account Development

• Act as the single point of ownership for newly acquired clients
• Build a trusted‑partner position based on continuity, credibility, and delivery alignment
• Drive account expansion through cross‑sell, up‑sell, and follow‑on initiatives
• Manage renewals, extensions, and long‑term commercial plans

Commercial & Revenue Responsibility

• Own pipeline creation, revenue growth, and forecast accuracy
• Maintain a disciplined opportunity pipeline across new and growing accounts
• Ensure commercial governance, contract alignment, and sustainable margins

Client Relationship Management

• Build trusted relationships with local executives: CIO, COO, Head of IT, Head of Claims, Operations, Digital
• Act as a consistent, local point of contact
• Understand insurer‑specific priorities such as:
• Claims efficiency and automation
• Core system modernization
• Cost discipline and sourcing optimization
• Data quality, reporting, and regulatory readiness

Internal Collaboration

• Work closely with delivery and solution teams to ensure credible, realistic proposals
• Ensure smooth transition from sales to delivery with continued executive oversight
• Advocate internally for Swiss client expectations and cultural nuances

Required Experience & Qualifications

Experience

• 8–12+ years in business relationship management, client acquisition, or strategic account roles
• Proven experience selling AI, data, or digital services to insurance clients in addition to IT services, managed services, or consulting to Swiss insurers
• Proven success in relationship‑led, non‑transactional sales environments
• Experience in long sales cycles with multiple local stakeholders

Skills & Competencies

• Native‑level Swiss German (linguistic and cultural fluency essential)
• Strong local market credibility and executive presence
• Pragmatic, structured, and outcome‑focused
• Excellent stakeholder management and consensus‑building skills
• High integrity and long‑term orientation

Education

• Bachelor’s degree in Business, Finance, IT, or related discipline

Our corporate culture is based on diversity, inclusion, and equality. We welcome applications from people regardless of their cultural background, gender and sexual identity, disability, religion, or generation. We look forward to working with you to create an inclusive work environment.

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Our Data Privacy Policy: https://www.tcs.com/who-we-are/legal/tcs-privacy-notice/privacy-notice-ch