Business Development Manager - Microsoft Cloud & AI (H/F)

Tata Consultancy Services Limited; Puteaux; On-site; EUR 120,000 - 180,000; Full time

Job summary

Tata Consultancy Services Limited is seeking a Senior Business Development Manager - Microsoft Cloud & AI to drive Microsoft-led growth across France. The role targets enterprise IT services sales, strategic pursuits, tender management, and solution selling across Azure, Data & AI, Microsoft 365, Dynamics 365, Power Platform, and hybrid cloud solutions.

France requires procurement understanding, governance, and alignment of technology transformation with national requirements.

Qualifications

• 10+ years of experience in IT services, consulting, enterprise technology sales, business development, tender management, or strategic pursuits.
• Proven track record in enterprise sales or large deal pursuit leadership.
• Experience in France-based enterprise accounts, regulated industries, or public/private tendering is strongly preferred.
• Experience with Microsoft technologies, hyperscaler partnerships, GSIs, or cloud transformation programs is preferred.
• Strong ownership and pursuit discipline.
• Excellent written proposal and storytelling ability.
• Strong executive communication, negotiation, and presentation skills.

Responsibilities

• Own and develop Microsoft-aligned pipeline across France, including new business, strategic pursuits, and account expansion.
• Lead end-to-end deal orchestration across solution, pricing, legal, compliance, commercial, procurement, and risk workstreams.
• Drive win themes, differentiation, competitive strategy, solution positioning, and pursuit governance.
• Manage hunting motions, proactive demand generation, customer qualification, and opportunity progression.
• Lead RFI, RFP, RFQ, BAFO, public/private tender, competitive dialogue, and framework agreement responses.
• Interpret tender requirements, decompose legal and technical clauses, and translate them into solution and compliance strategies.
• Build governance discipline through regular opportunity reviews, executive connects, QBRs, stakeholder maps, and blocker resolution.
• Shape reusable Microsoft-aligned propositions for the French market, including cloud migration, AI, data, modern work, business applications, security, and sovereign/hybrid scenarios.
• Lead proposal writing, tender response structure, compliance matrices, financial modelling, and commercial narrative development.
• Build business cases, pricing options, transformation roadmaps, and customer value propositions.
• Coordinate presales teams to define solution architecture, delivery model, transition approach, SLAs, governance, and implementation plans.
• Drive upsell and cross-sell across Azure, Data/AI, M365, D365, Power Platform, security, managed services, and hybrid solutions.
• Manage opportunity qualification, deal strategy, stakeholder mapping, competitor analysis, and win/loss reviews.
• Support Microsoft co-sell motions, Partner Center submissions, deal progression, and seller alignment.
• Create compelling customer presentations, executive narratives, solution workshops, and decision-maker briefings.

Skills

Enterprise IT sales

Tender management

Procurement knowledge

Microsoft ecosystem selling

Cloud transformation

Stakeholder management

Executive communication

Negotiation

Joint account planning

GTM alignment

Tools

Microsoft Partner Center

Job description

TCS is looking for a senior Business Development Manager - Microsoft Cloud & AI to drive Microsoft-led growth across France. This role is focused on enterprise IT services sales, strategic pursuits, tender management, Microsoft co-sell execution, and solution selling across Azure, Data & AI, Microsoft 365, Dynamics 365, Power Platform, and hybrid cloud solutions.

France is a highly structured market where enterprise sales often requires strong procurement understanding, tender discipline, compliance awareness, stakeholder governance, and the ability to align technology transformation with national and sector-specific requirements. The successful candidate will help TCS build pipeline, shape large pursuits, manage end-to-end tender lifecycles, and strengthen Microsoft-aligned growth in France.

Key Responsibilities

• Own and develop Microsoft-aligned pipeline across France, including new business, strategic pursuits, and account expansion.
• Lead end-to-end deal orchestration across solution, pricing, legal, compliance, commercial, procurement, and risk workstreams.
• Drive win themes, differentiation, competitive strategy, solution positioning, and pursuit governance.
• Manage hunting motions, proactive demand generation, customer qualification, and opportunity progression.
• Lead RFI, RFP, RFQ, BAFO, public/private tender, competitive dialogue, and framework agreement responses.
• Interpret tender requirements, decompose legal and technical clauses, and translate them into solution and compliance strategies.
• Work closely with TCS ISU teams, cloud practices, delivery, presales, finance, legal, risk, procurement, and leadership stakeholders.
• Build and maintain active joint account plans with Microsoft counterparts across assigned French accounts.
• Increase Microsoft co-sell performance through qualified opportunity registration, progression, and closure using Microsoft Partner Center.
• Collaborate with Microsoft teams and TCS ISU stakeholders to align customer priorities, blockers, funding options, and joint GTM motions.
• Maintain senior stakeholder governance across customer accounts, Microsoft partner teams, TCS internal teams, and executive forums.
• Support QBRs, executive connects, account reviews, pursuit boards, and stakeholder cadence meetings.
• Shape reusable Microsoft-aligned propositions for the French market, including cloud migration, AI, data, modern work, business applications, security, and sovereign/hybrid scenarios.
• Lead proposal writing, tender response structure, compliance matrices, financial modelling, and commercial narrative development.
• Build business cases, pricing options, transformation roadmaps, and customer value propositions.
• Coordinate presales teams to define solution architecture, delivery model, transition approach, SLAs, governance, and implementation plans.
• Drive upsell and cross-sell across Azure, Data/AI, M365, D365, Power Platform, security, managed services, and hybrid solutions.
• Manage opportunity qualification, deal strategy, stakeholder mapping, competitor analysis, and win/loss reviews.
• Support Microsoft co-sell motions, Partner Center submissions, deal progression, and seller alignment.
• Create compelling customer presentations, executive narratives, solution workshops, and decision-maker briefings.

Microsoft Solution Selling Focus

The role will focus on Microsoft-led transformation across:

• Azure: cloud migration, data center exit, application modernization, Azure infrastructure, Azure VMware, Azure Local, hybrid cloud, managed services, and FinOps.
• Data & AI: Microsoft Fabric, Azure AI, Azure OpenAI, AI governance, analytics modernization, data platforms, responsible AI, and industry AI use cases.
• Microsoft 365: Copilot adoption, modern workplace, security, compliance, collaboration, identity, endpoint modernization, and employee experience.
• Dynamics 365: customer engagement, CRM, service transformation, sales process modernization, field service, and business applications.
• Hybrid & Sovereign-Aligned Solutions: workload placement, data residency, compliance, resilience, SecNumCloud-aware positioning, and regulated-industry cloud approaches.

France Regional Focus

• Bring deep understanding of French procurement frameworks, tender processes, public/private sector buying cycles, and regulated enterprise decision-making.
• Manage tendering processes across RFI -> RFP -> BAFO, competitive dialogue, framework agreements, and compliance-driven submissions.
• Understand the importance of SecNumCloud, data residency, legal compliance, sovereignty expectations, and trusted cloud considerations in France.
• Support customers in sectors such as public sector, aerospace, manufacturing, energy, utilities, BFSI, retail, healthcare, life sciences, and transportation.
• Work closely with Microsoft co-sell teams, TCS ISU teams, account teams, and delivery stakeholders to drive structured pursuit execution.
• Build governance discipline through regular opportunity reviews, executive connects, QBRs, stakeholder maps, and blocker resolution.
• Improve market readiness by shaping reusable joint propositions, partner competencies, specializations, and incentive-aligned motions for France.

Required Skills

• Strong enterprise IT services sales, business development, pursuit, or client growth experience in France.
• Proven ability to manage complex tenders, procurement processes, compliance requirements, and multi-stakeholder sales cycles.
• Strong knowledge of Microsoft ecosystem selling across Azure, Data/AI, Microsoft 365, Dynamics 365, Power Platform, and hybrid cloud.
• Ability to translate legal, procurement, and compliance language into solution strategy and customer value.
• Strong commercial structuring skills, including pricing, negotiation, contract models, risk management, and financial modelling.
• Experience working with customer executives, procurement, legal, risk, technology, and business stakeholders.
• Familiarity with Microsoft co-sell, Partner Center, joint account planning, and partner-led GTM motions is preferred.
• Strong understanding of cloud transformation, managed services, application modernization, workplace transformation, security, and data platforms.

Experience Requirements

• 10+ years of experience in IT services, consulting, enterprise technology sales, business development, tender management, or strategic pursuits.
• Proven track record in enterprise sales or large deal pursuit leadership.
• Experience in France-based enterprise accounts, regulated industries, or public/private tendering is strongly preferred.
• Experience with Microsoft technologies, hyperscaler partnerships, GSIs, or cloud transformation programs is preferred.

Soft Skills

• High ownership, accountability, and pursuit discipline.
• Strong executive communication, negotiation, and presentation skills.
• Excellent written proposal and storytelling ability.
• Ability to work with legal, procurement, technology, finance, and business stakeholders.
• Strong governance mindset with structured follow-through.
• Collaborative, resilient, and comfortable navigating complex matrix organizations.
• French market awareness, cultural fluency, and ability to build trusted relationships across local and global teams.

Regular travel across France will be expected for customer meetings, tender workshops, Microsoft engagements, executive reviews, and pursuit governance sessions. Occasional European travel may be required for regional collaboration.

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