Business Development Manager - Microsoft Cloud & AI

Tata Consultancy Services; Helsinki; On-site; EUR 120,000 - 170,000; Full time

Benefits offered by this job

Innovative projects

Professional growth

Collaborative culture

Job summary

Tata Consultancy Services (TCS) is seeking a hunter-style Business Development Manager to win large Microsoft-led manufacturing business across the Nordics, with emphasis on Azure, Data/AI, IoT, M365, D365, and hybrid cloud transformation.

Role involves leading multi-country pursuits, shaping win themes, and driving executive engagement with CIO/CTO/CDO and plant leadership to convert pipeline into revenue realization. 10+ years in IT services sales is preferred.

Qualifications

• 10+ years in IT services sales, enterprise sales, business development, or cloud solution selling.
• Nordic enterprise experience preferred, with knowledge of regional buying styles.

Responsibilities

• Own and grow the Microsoft-aligned business pipeline across Nordic enterprise accounts.
• Drive new business development, account expansion, hunting, and strategic pursuit leadership.
• Orchestrate end-to-end deal cycles across solution, pricing, legal, compliance, commercial, and risk workstreams.
• Lead pursuit strategy, win themes, competitive differentiation, deal qualification, and executive alignment.
• Build strong customer relationships with CIO, CTO, CDO, procurement, enterprise architecture, and business leadership stakeholders.
• Shape opportunities around cloud migration, AI adoption, and hybrid cloud transformations.

Skills

Enterprise sales

Microsoft solutions

Azure

Solution selling

Strategic accounts

Job description

Role: Business Development Manager - Microsoft Cloud & AI

Experience:10+ years in IT services, enterprise sales, business development, or cloud solution selling

Role Summary

TCS is hiring a hunter-style Business Development Manager to win new Microsoft-led manufacturing business across the Nordics, with focus on Azure, Data/AI, Edge, IoT, M365, D365, and hybrid cloud transformation.

Drive large multi-country pursuits, shape differentiated win themes, orchestrate solution-pricing-legal-risk workstreams, and convert pipeline into revenue realization.

Expected outcomes include large deal creation, Azure consumption growth, co-sell opportunity creation, and executive relationships across CIO, CTO, CDO, and plant leadership.

Strong experience required in manufacturing-led hunting, Microsoft solution selling, financial modelling, proposal leadership, upsell/cross-sell, and competitive pursuit management.

Ideal for a 10+ years IT services sales leader who can position TCS as an Industrial AI, Sovereign Cloud, and Edge transformation partner in the Nordics.

Key Responsibilities

• Own and grow the Microsoft-aligned business pipeline across Nordic enterprise accounts.
• Drive new business development, account expansion, hunting, and strategic pursuit leadership.
• Orchestrate end-to-end deal cycles across solution, pricing, legal, compliance, commercial, and risk workstreams.
• Lead pursuit strategy, win themes, competitive differentiation, deal qualification, and executive alignment.
• Work closely with TCS sales, industry units, cloud practices, delivery teams, architects, finance, legal, and partner teams.
• Build strong customer relationships with CIO, CTO, CDO, procurement, enterprise architecture, and business leadership stakeholders.
• Shape opportunities around cloud migration, data center exit, Azure modernization, AI adoption, digital workplace, security, industry cloud, and hybrid cloud.
• Drive Microsoft-aligned go-to-market motions and joint account planning with Microsoft field and partner teams.
• Translate Nordic customer priorities around digital maturity, sustainability, resilience, cost optimization, and innovation into compelling value propositions.
• Maintain disciplined pipeline governance, opportunity tracking, forecasting, and deal conversion reporting.
• Lead RFI/RFP/RFQ responses, proposal strategy, bid management, solution narratives, and customer presentations.
• Build business cases, financial models, TCO/ROI views, and commercial constructs for complex IT services deals.
• Coordinate presales teams to develop solution architecture, delivery approach, transition plans, and pricing assumptions.
• Identify upsell and cross-sell opportunities across Azure, Data/AI, Microsoft 365, Dynamics 365, Power Platform, security, and managed services.
• Develop account-level growth plans and convert Microsoft solution plays into qualified opportunities.
• Support customer workshops, discovery sessions, executive briefings, innovation sessions, and solution showcases.
• Drive pipeline generation through industry events, account mining, partner alignment, and proactive demand creation.

Microsoft Solution Selling Focus

• The role will focus on solution-led growth across:
• Azure: cloud migration, data center exit, application modernization, Azure infrastructure, Azure VMware, Azure Local, hybrid cloud, FinOps, and managed cloud operations.
• Data & AI: Microsoft Fabric, Azure AI, Azure OpenAI, AI governance, analytics modernization, data platforms, and industrial AI use cases.
• Microsoft 365: Copilot adoption, modern workplace, endpoint modernization, collaboration, security, and employee experience.
• Dynamics 365: customer engagement, service transformation, CRM modernization, and business applications.
• Hybrid & Edge: manufacturing edge, IoT, factory systems, OT/IT convergence, digital twins, and resilient hybrid architectures.

Nordic Regional Focus

• Position TCS as a trusted advisor for digitally mature customers seeking the next wave of cloud, AI, and platform transformation.
• Emphasize sustainability, energy-efficient cloud adoption, responsible AI, and resilient digital operations.
• Bring a consultative selling approach suited to Nordic decision-making styles, long-term partnerships, transparency, and value-based engagement.
• Focus on industries such as manufacturing, telecom, retail, BFSI, energy, transportation, and technology-led enterprises.
• Help customers modernize securely while balancing innovation, compliance, cost efficiency, and sustainability outcomes.

Key Qualities

Required Skills

• Strong enterprise sales and business development experience in IT services, cloud, digital transformation, or managed services.
• Proven ability to sell Microsoft-centric solutions across Azure, M365, D365, Data/AI, Power Platform, and hybrid environments.
• Strong understanding of cloud migration, data center exit, infrastructure modernization, security, and application modernization.
• Experience managing large pursuits, complex deal structures, and multi-stakeholder buying cycles.
• Ability to work with solution architects, delivery teams, finance, legal, procurement, and partner stakeholders.
• Strong commercial acumen, including pricing models, contract structures, risk management, and margin awareness.
• Experience with pipeline management, sales forecasting, CRM discipline, and revenue accountability.

Experience Requirements

• 10+ years of experience in IT services, consulting, enterprise technology sales, business development, or client growth roles.
• Demonstrated track record of winning or shaping large enterprise technology deals.
• Experience working with global system integrators, hyperscalers, Microsoft ecosystem partners, or enterprise technology providers is preferred.
• Experience selling into Nordic enterprise customers is strongly preferred.
• Soft Skills
• Consultative and customer-first selling mindset.
• Strong executive presence and stakeholder management skills.
• Excellent communication, storytelling, negotiation, and presentation capabilities.
• High ownership, resilience, and ability to navigate ambiguity.
• Collaborative mindset with the ability to influence matrixed teams.
• Strong cultural awareness and relationship-building orientation across Nordic markets.
• Regular travel across Finland, Sweden, Denmark, Norway, and other Nordic customer locations will be expected for customer meetings, pursuits, workshops, and partner engagements.
• Join TCS to help Nordic enterprises accelerate cloud transformation, AI adoption, and sustainable digital growth with the Microsoft ecosystem.

What we offer / What's in it for you:

• Innovative Projects: Work on high-impact projects that drive business insights and transformation.
• Professional Growth: We encourage learning and development, with opportunities to deepen your expertise in cutting-edge data engineering tools and platforms.
• Collaborative Culture: Join a team that values collaboration, innovation, and the power of data.

About TCS

Tata Consultancy Services is a digital transformation and technology partner of choice for industry-leading organisations worldwide. Since its inception in 1968, TCS has upheld the highest standards of innovation, engineering excellence and customer service. Rooted in the heritage of the Tata Group, TCS is focused on creating long term value for its clients, its investors, its employees, and the community at large. With a highly skilled workforce of over 607,000 consultants in 55 countries and 180 service delivery centres across the world, the company has been recognized as a top employer in six continents.

With the ability to rapidly apply and scale new technologies, the company has built long term partnerships with its clients – helping them emerge as perpetually adaptive enterprises. Many of these relationships have endured into decades and navigated every technology cycle, from mainframes in the 1970s to Artificial Intelligence today. TCS sponsors 14 of the world's most prestigious marathons and endurance events, including TCS Lidingöloppet, TCS London Marathon and TCS Amsterdam Marathon with a focus on promoting health, sustainability, and community empowerment. TCS generated consolidated revenues of over US $30 billion in the fiscal year ended March 31, 2025.