Business Development Manager GTM | Cloud Unit Canada

Tata Consultancy Services; Canada; On-site; CAD 120,000 - 150,000; Full time

Job summary

A multinational technology company is seeking a Business Development Manager in Canada to drive cloud revenue growth and execute Go-To-Market strategies for BFSI customers. The ideal candidate will have over 10 years of experience in IT services sales and substantial expertise in cloud transformation and economics. Responsibilities include developing strategies for pipeline creation, managing relationships with key stakeholders, and ensuring successful strategy execution aligned with cloud objectives. This role promises to significantly impact cloud transformation projects across the BFSI sector.

Qualifications

• 10+ years of experience in IT services sales, cloud GTM, or business development.
• Proven experience driving Cloud-led cloud transformation deals in large enterprise environments.
• Strong understanding of cloud economics and digital transformation.

Responsibilities

• Drive cloud revenue targets for BFSI customers in Canada.
• Develop and execute GTM strategies and maintain a cloud-focused sales pipeline.
• Shape differentiated solutions leveraging Cloud services.

Skills

Cloud GTM & Solution Sales

BFSI Industry Knowledge

RFP/RFI/RFQ Management

Executive Stakeholder Management

Financial & Business Case Modeling

Alliance Management

Job description

Role Overview

The Business Development Manager (BDM) will be responsible for driving cloud revenue growth and Go‑To‑Market (GTM) execution for TCS Cloud Unit across BFSI customers in Canada. This role will own pipeline creation, deal shaping, and revenue attainment for cloud transformation deals, working closely with TCS client leadership, Public Cloud teams, and internal Centers of Excellence (CoEs).

The BDM will play a critical role in shaping winning cloud solutions, leading customer value conversations, and ensuring successful execution of GTM strategies aligned to TCS and Hyperscaler objectives.

Key Responsibilities

Revenue & GTM Ownership

• Own and drive cloud revenue targets for BFSI customers in Canada for the TCS Cloud Unit
• Develop and execute GTM strategies to build strategically aligned growth opportunities and meet/exceed quarterly TCV and bookings targets
• Build, qualify, and maintain a robust Cloud-focused sales pipeline, ensuring consistent pipeline coverage and deal progression
• Lead end-to-end response for RFP/RFI/RFQs, including:
• Analysis of customer’s current IT and cloud landscape
• Cloud strategy, migration, modernization, and innovation roadmaps
• Commercial constructs, pricing models, and value propositions
• Shape differentiated, outcome-driven solutions leveraging Cloud services (Migration, Data & AI, App Modernization, Security, and Industry Clouds)
• Build and sustain high-trust executive relationships with BFSI customers, including CIOs, CTOs, Cloud Heads, and Digital Leaders
• Partner with internal stakeholders such as Client Partners, Business Relationship Managers (BRMs), Account Directors, and Delivery Leaders
• Lead customer‑facing discussions around Cloud adoption, cloud economics, contracts, and negotiations
• Work closely with Partner field sales and partner teams, including:
• Partner Development Managers (PDMs)
• Cloud Specialists and Solution Architects
• Drive joint pipeline reviews, GTM motions, and market development activities with Hyperscalers
• Partner with Cloud ISV and partner ecosystem to create:
• Joint GTM solutions
• Cloud adoption offers
• Industry-specific innovations and repeatable propositions

Internal Collaboration & Enablement

• Collaborate with technology and functional Centers of Excellence (CoEs) across TCS (Cloud, Data, AI, Security, Integration, Apps)
• Enable Horizontal Service Units (HSUs) to bring the right-fit capabilities and proactive proposals tailored to BFSI requirements
• Act as a bridge between sales, solutioning, delivery, and alliances teams to ensure cohesive GTM execution

Financial & Business Case Leadership

• Lead financial modeling, cost-benefit analysis, and ROI/TCO assessments for Azure cloud initiatives
• Support customers in building business cases and securing internal budgets for large-scale cloud transformation programs

Execution & Customer Success

• Shape and influence execution plans to ensure realization of customer business outcomes
• Drive customer satisfaction and partner satisfaction through predictable delivery and value realization
• Support account governance, deal reviews, and post‑deal expansion opportunities

Required Qualifications & Experience

• 10+ years of experience in IT services sales, cloud GTM, or business development, with strong exposure to BFSI clients
• Proven experience driving Cloud‑led cloud transformation deals in large enterprise environments
• Strong understanding of cloud economics, migration strategies, modernization, and digital transformation
• Demonstrated ability to work with Partner ecosystem and co-sell with Partner field teams
• Strong deal shaping, negotiation, and executive communication skills
• Experience working in a global services organization with matrixed teams (preferred)

Key Skills

• Cloud GTM & Solution Sales
• BFSI Industry Knowledge
• RFP/RFI/RFQ Management
• Executive Stakeholder Management
• Financial & Business Case Modeling
• Alliance Management

TCS does not use artificial intelligence tools for candidate screening or evaluation. This post is for a current vacancy. The hiring process includes an initial screening, followed by a technical evaluation and managerial discussion.

Tata Consultancy Services Canada Inc. is committed to meeting the accessibility needs of all individuals in accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code (OHRC). Should you require accommodation during the recruitment and selection process, please inform Human Resources.

Thank you for your interest in TCS. Candidates that meet the qualifications for this position will be contacted within a 2-week period. We invite you to continue to apply for other opportunities that match your profile.