Google Sales Director

Tata Consultancy Services; New York (NY); On-site; USD 191,000 - 219,000; Full time

Job summary

Tata Consultancy Services Limited is seeking a Director of Google Growth to lead sales and solution efforts for the North America geography. The role focuses on building relationships with CIO/CXO level stakeholders, establishing Google Cloud partnerships, and driving winning proposals and pricing for enterprise customers.

The position requires 15+ years in sales/solution roles, strong client-facing skills, and experience with leading hyperscalers. Up to 50% travel may be required.

Qualifications

• 15+ years of relevant experience in sales/solution roles
• Strong client-facing skills with CIO/CXO interaction
• Experience with hyperscalers (AWS, Azure, Google)
• Ability to translate customer requirements into winning solutions
• Open to travel up to 50%

Responsibilities

• Engage with customers to understand business requirements and build relationships
• Collaborate with Google to build local partnerships and co-sell with customers
• Articulate how Google Cloud solutions address business needs and risks
• Draft proposals, bids, and pricing for RFIs/RFPs/RFQs
• Lead cross-functional teams to develop winning propositions for clients
• Guide the sales and solution teams in consultative selling and delivery models
• Manage deal reviews and alignment with enterprise architecture standards

Skills

Sales analytics

Client-facing

Education

Master’s in Business Admin

Bachelor’s in IT/Computers/Engineering

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

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Location

New York, NY

Function

CONSULTANCY

Role

Director

ID

433781

Skills

Digital : Sales and Marketing Analytics

Salary Range

$190,700 - $218,500