Google Sales Director

Tata Consultancy Services; Chicago (IL); On-site; USD 191,000 - 219,000; Full time

Job summary

Tata Consultancy Services seeks a Director Google Growth to lead the growth and sales strategy for Google Cloud solutions in North America. You will drive relationships with CXO-level clients, build strategic partnerships with Google, and shape winning bids and proposals aligned with enterprise architecture standards.

You will oversee multi-disciplinary teams, translate customer challenges into validated solution approaches, and guide deal pricing, delivery models, and commercials to meet

Qualifications

• 15+ years of relevant experience.
• Master’s degree in business administration or Bachelors in IT/Computers Science/ Engineering with sales and pre-sales experience in IT Consulting.
• At least 4-5 years of partner/business development for one of the leading hyperscalers (AWS, Azure or Google).
• Excellent client-facing skills with ability to engage CIO/CXO levels and articulate business value.

Responsibilities

• Engaging with customers to understand business requirements and build relationships.
• Engaging with Google to build local partnerships and co-create solutions.
• Articulating how Google Cloud can solve customer problems and deliver value.
• Drafting technical aspects of proposals and participating in bid processes.
• Creating RFIs/RFPs/RFQs responses with solution analysis, delivery dates and pricing.
• Collaborating with TCS teams to understand offerings and ensure alignment with enterprise architecture.

Skills

Client relationship management

Strategic sales

Executive communication

Travel flexibility

Education

MBA or BS in IT/Computers/Engineering

Job description

Job Description

TCS Google Business unit is on a fast growth trajectory focusing on delivering transformational solutions using the native Google Cloud solutions to drive exponential value for our customers. We are scaling up our Sales and Solution team in the North America geography and hence looking for talented individuals who could be part of this journey. We are hiring Director Google Growth to support our business development effort in the North American geography to drive rigor in the sales effort in Ireland and help win deals with new and existing customers

Key Responsibilities

• Engaging with customers on a personal and technical level to understand their business requirements, Build relationships, address queries
• Engaging with Google on building local partnerships and taking solutions to customers jointly
• Establish how Google Cloud solutions can solve business problems or customer requirements.
• Articulating risk levels for technological architectures so a balanced recommendation can be made
• Draft the technical aspects of all proposals and customer presentations and actively participate in bid process
• Create answers and quotations for RFIs/ RFPs/ RFQs including solution analysis, project promotion method, delivery date, etc.
• Work closely with other functions and stakeholders within TCS to gain an in-depth understanding of TCS Solutions and offerings
• Review, understanding and analyze technology trends. Keep abreast of new trends in technology and incorporate them into the offerings and solutions.
• Accountability for ensuring solution designs, estimates and pricing commercials are aligned to enterprise architecture standards and principles, leverage common solutions and services, and meet financial targets
• Engage with CXOs advising and influencing them in areas of strategy, solution propositions and business cases
• Work closely with multi-disciplined teams of product owners, architects, consultants and engineers to put together winning propositions for customers
• Develop a consultative way of selling with good grasp on technical aspects and guide solutions team
• Involved in building Effort estimates, Deal Pricing & commercials, SLA definition, SLA penalties onsite/ offshore team composition, delivery models, service coverage
• Engaging with leading intermediary like, ISG, BCG, Gartner and others to position TCS capabilities and offerings
• Facilitate deal reviews with senior management for deal qualification and delivery feasibility assessment
• Manage relationships with customers, alliance partners and internal stakeholders

Qualifications

• 15+ years of relevant experience
• Master’s degree in business administration or Bachelors in IT/Computers Science/ Engineering degree with sales and pre-sales experience in IT Consulting business
• At least 4-5 years of partner/business development for one of the leading hyperscaler (AWS, Azure or Google) experience
• Excellent Client facing skills preferably at CIO/ CXO levels with the ability to capture the audience and sell the solution
• Have ability to understand customer challenges, requirements and translate these into a winning solution approach.
• Have ability to take salient features of our solution approach and communicate the business value to our customers
• Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
• Open to travel up to 50%

Salary Range: $190,700-$218,500 a year