Business Development Manager

Tata Consultancy Services; Brussel; Sur place; EUR 90 000 - 130 000; Plein temps

Résumé du poste

Tata Consultancy Services (TCS) is seeking a senior Business Development Manager for Microsoft Cloud & AI to accelerate Microsoft-led growth across Benelux. The role focuses on enterprise IT services sales, strategic pursuits, and partner-led growth across Microsoft technologies.

The successful candidate will build pipeline, shape large deals, and drive revenue while coordinating with Microsoft, customers, and industry teams across the Netherlands, Belgium, and Luxembourg.

Qualifications

• Extensive experience in enterprise IT services sales and business development.
• Ability to sell across Azure, Data/AI, M365, D365, Power Platform and hybrid cloud.
• Experience leading multi-country pursuits with cross-functional teams.
• Strong pricing, contracting, risk and value-based selling skills.

Responsabilités

• Own Microsoft-aligned pipeline growth and opportunity conversion across Benelux enterprise accounts.
• Drive hunting, account expansion, new logo development, and demand generation.
• Lead end-to-end pursuit orchestration across solution, pricing, legal, and procurement.
• Define win themes, competitive positioning, and deal governance.
• Build relationships with customer executives and procurement stakeholders.
• Partner with industry units, cloud practices, sales teams, and alliance stakeholders.
• Develop joint account plans to identify co-sell opportunities and accelerate pipeline.
• Support multi-country clients with coordinated sales motions across NL, BE, LU.

Connaissances

Enterprise IT sales

Microsoft ecosystem solutions

Multi-country pursuit leadership

Commercial and financial acumen

Pipeline management & forecasting

Description du poste

Role Summary

TCS is seeking a senior Business Development Manager – Microsoft Cloud & AI to accelerate Microsoft-led growth across Benelux. This is a high-impact business development role focused on enterprise IT services sales, strategic pursuits, partner-led growth, and solution selling across the Microsoft ecosystem.

Benelux is a highly competitive, innovation-led, multi-country market with sophisticated enterprise buyers and strong demand for cloud modernization, AI adoption, digital workplace, data platforms, business applications, and hybrid solutions. The successful candidate will work across TCS, Microsoft, customer stakeholders, and industry teams to build pipeline, shape large deals, and drive revenue growth.

Key Responsibilities

• Own Microsoft-aligned pipeline growth and opportunity conversion across Benelux enterprise accounts.
• Drive hunting, account expansion, new logo development, and proactive demand generation.
• Lead end-to-end pursuit orchestration across solution, pricing, legal, compliance, procurement, commercials, and risk.
• Define win themes, competitive positioning, differentiation strategy, customer value proposition, and deal governance.
• Build trusted relationships with customer executives, technology leaders, procurement stakeholders, and business decision-makers.
• Partner with TCS industry units, cloud practices, sales teams, architects, delivery, finance, legal, and alliance stakeholders.
• Develop joint account plans with Microsoft partner and field teams to identify co-sell opportunities and accelerate pipeline.
• Support multi-country clients with coordinated sales motions across the Netherlands, Belgium, and Luxembourg.
• Shape opportunities around cloud migration, Azure modernization, AI, data platforms, Copilot, Dynamics 365, security, and managed services.
• Maintain strong pipeline hygiene, CRM updates, deal qualification, forecasting, and leadership reporting.

Sales & Presales Capabilities

• Lead RFP/RFI responses, proposal development, bid strategy, customer presentations, and solution workshops.
• Build financial models, pricing scenarios, investment cases, TCO/ROI narratives, and commercial options.
• Coordinate presales resources to shape solution architecture, transition approach, delivery model, and implementation roadmap.
• Drive upsell and cross-sell across Azure, Microsoft 365, Dynamics 365, Power Platform, Data/AI, cybersecurity, and managed services.
• Identify partner-led innovation opportunities, marketplace opportunities, funding-led motions, and joint GTM plays.
• Support executive briefings, account planning sessions, innovation workshops, and customer strategy discussions.
• Translate customer business issues into differentiated TCS Microsoft solutions and scalable propositions.

Microsoft Solution Selling Focus

The role will focus on Microsoft-led business growth across:

• Azure: infrastructure modernization, application migration, Azure VMware, Azure Local, data center exit, cloud operations, DevOps, FinOps, and security.
• Data & AI: Microsoft Fabric, Azure AI, Azure OpenAI, AI-ready data platforms, analytics modernization, governance, and business intelligence.
• Microsoft 365: Copilot adoption, modern work, digital employee experience, endpoint modernization, collaboration, compliance, and security.
• Dynamics 365: CRM modernization, sales, service, customer engagement, field service, and business process transformation.
• Hybrid Solutions: cloud, edge, private/hybrid architectures, regulated workload placement, resilience, and multi-cloud integration.

Benelux Regional Focus

• Compete effectively in a fast-moving market with strong local, regional, and global systems integrator competition.
• Build differentiated value propositions around innovation, speed, business outcomes, and partner ecosystem leverage.
• Support multi-country enterprise clients with consistent relationship management and coordinated pursuit execution.
• Drive partnerships with Microsoft and adjacent ecosystem players to create repeatable propositions and scalable go-to-market plays.
• Focus on industries such as BFSI, retail, manufacturing, public sector, logistics, utilities, telecom, and consumer goods.
• Position TCS as a partner that can combine Microsoft technology depth with enterprise-scale consulting, delivery, and transformation capability.

Required Skills

• Strong experience in enterprise IT services sales, business development, account growth, or strategic pursuits.
• Demonstrated ability to sell Microsoft ecosystem solutions across Azure, Data/AI, M365, D365, Power Platform, and hybrid cloud.
• Strong understanding of cloud migration, application modernization, data platforms, workplace transformation, business applications, and managed services.
• Ability to lead complex, multi-country pursuits and align multiple stakeholders across customer, TCS, Microsoft, and partner organizations.
• Strong commercial and financial acumen, including pricing, contracting, risk, and value-based selling.
• Proven ability to build and manage pipeline, forecast accurately, and convert opportunities into revenue.
• Experience with co-sell motions, partner-led growth, customer workshops, and executive stakeholder engagement.

Experience Requirements

• 10+ years of experience in IT services, consulting, enterprise technology sales, cloud sales, or business development.
• Proven track record of developing and closing complex enterprise technology opportunities.
• Experience in Benelux markets and multi-country enterprise accounts is strongly preferred.
• Experience working with Microsoft, hyperscalers, GSIs, or enterprise technology partner ecosystems is preferred.

Soft Skills

• Commercially sharp, relationship-led, and outcome-driven.
• Strong communication, negotiation, presentation, and proposal storytelling skills.
• Ability to influence senior stakeholders and align cross-functional teams.
• Entrepreneurial mindset with strong ownership and urgency.
• Comfortable operating in a competitive, matrixed, and fast-changing environment.
• Strong cultural sensitivity across Netherlands, Belgium, and Luxembourg business contexts.

Travel Expectations

Regular travel across the Netherlands, Belgium, Luxembourg, and selected European customer locations will be expected for customer meetings, pursuits, partner workshops, and executive engagements.

Join TCS to help Benelux enterprises accelerate Microsoft-powered cloud, AI, data, workplace, and business transformation.