Hybrid Cloud Services Business Development Manager

Tata Consultancy Services Limited; Santa Clara (CA); On-site; USD 168,000 - 197,000; Full time

Job summary

Tata Consultancy Services Limited in Santa Clara, CA seeks a senior Hybrid Cloud Sales BDM to drive growth, strategic deals, and account expansion in Cloud and IT Infrastructure services. You will anchor pipeline creation, revenue realization, and cross-functional collaboration with Sales, Solution Architects, Delivery, and alliance teams to close enterprise-scale IT Infra opportunities.

The role requires 13+ years in enterprise tech and a proven track record in large-scale cloud-led growth,

Qualifications

• 13+ years of experience in enterprise technology services, cloud sales, consulting, or transformation leadership.
• Proven track record in driving large, multi-year hybrid infra deals and cloud migrations.
• Executive-level communication skills translating technology into business outcomes.
• Experience partnering with hyperscalers, OEMs, and TPAs on growth and deals.

Responsibilities

• Own AI-led growth objectives across accounts, with pipeline, bookings, and revenue responsibility.
• Lead large, complex Hybrid Infra pursuits including cloud migration and AI/GenAI platforms.
• Shape value propositions aligned to customer priorities such as cost optimization, agility, resilience, and innovation.
• Influence deal strategy, commercials, and risk with finance, legal, and delivery leadership.
• Build trusted relationships with CXOs and senior leaders; act as a strategic advisor on AI adoption and cloud roadmaps.
• Lead executive workshops and joint value discovery with OEM partner alliances.

Skills

Executive communication

Growth mindset

Cloud sales

Job description

Job Description

The Hybrid Cloud Sales BDM is a senior business leader responsible for driving accelerated growth, largedeal wins, and strategic account expansion on for Cloud, IT Infrastructure Services. This role anchors the intersection of client strategy, hyperscaler & OEM partnership, sales execution, and transformation outcomes, with clear ownership of pipeline creation, TCV growth, and revenue realization.

The Hybrid Cloud BDM operates as a clientfacing executive and internal growth catalyst, working closely with Sales, Industry Leaders, Solution Architects, Delivery, and alliance teams to shape and close enterprisescale IT Infrastructure opportunities including Data Center, Cloud, Workplace, Network, Service Management, Service Desk, AI Ops, Agentic Enterprise.

Key Responsibilities

• TCV & Growth Ownership
  
  
  
  • Own AIled growth objectives across assigned accounts, industries, or geographies, with accountability for pipeline, bookings, and revenue conversion.
  
  
  • Drive large, complex Hybrid Infra pursuits including cloud migration, modernization, AI/GenAI platforms, on prem Infra, and managed services.
  
  
  • Shape and articulate industryrelevant value propositions aligned to customer business priorities such as cost optimization, agility, resilience, and innovation.
  
  
  • Influence deal strategy, commercials, and risk positioning in partnership with finance, legal, and delivery leadership.
  
  
  
  


• Strategic Client Engagement
  
  
  
  • Build and sustain trusted relationships with CXOs (CIO, CTO, CDO, CFO, CISO) and senior business leaders.
  
  
  • Serve as a strategic advisor to clients on AI adoption, Technology roadmaps, operating models, cloud adoption, vendor consolidation, GCC strategy and service transformation.
  
  
  • Lead executivelevel workshops, innovation sessions, and joint value discovery engagements with OEM partner alliances.
  
  
  
  


• AWS Alliance & GotoMarket Leadership
  
  
  
  • Act as a senior interface with Major Market field sales, solution architects, COEs and alliance leadership.
  
  
  • Develop and execute joint account plans, cosell motions, and demandgeneration initiatives with OEMs.
  
  
  • Leverage Service offerings and platforms and position them to improve win probability and deal economics.
  
  
  • Drive consistency and scale through close partnership of industry units through Industry aligned solutions.
  
  
  
  


• Deal Shaping & Orchestration
  
  
  
  • Partner with solution architects to shape credible, differentiated, and executable solutions.
  
  
  • Ensure clarity on solution scope, assumptions, dependencies, risks, and mitigation strategies.
  
  
  • Support transition from sales to delivery, ensuring growth commitments are realized through execution.
  
  
  
  


• Leadership & Ecosystem Collaboration
  
  
  
  • Serve as a thought leader and mentor within the cloud growth community.
  
  
  • Collaborate with Industry Groups, Delivery Units, Marketing, and Engineering to scale repeatable growth plays.
  
  
  • Contribute to growth planning, pipeline reviews, and executive governance forums.
  
  
  
  

Required Experience & Qualifications

• 13+ years of experience in enterprise technology services, cloud sales, consulting, or transformation leadership.


• Demonstrated success in driving infrastructure/Cloudled growth for IT Outsourcing market.


• Proven track record in shaping and closing large, multi year deals working with TPAs, Account leadership and customer stakeholders.


• Strong understanding of IT Infrastructure services, cloud modernization patterns, AI/GenAI adoption, and managed services models.


• Executivelevel communication skills with the ability to translate technology into business impact.


• Preferred Attributes
  
  
  
  • Experience operating as a Growth Partner, Client Partner, or Hyperscaler Leader in a GSI or consulting environment.
  
  
  • Industry experience in domains such as Hi-Tech, Telecom, Media, Entertainment and Overall Technology Industry
  
  
  • Familiarity with cosell motions and partner programs (Naas, Daas, Storage aaS), and hyperscaler
  
  
  • Ability to balance strategic thinking with handson deal execution.
  
  
  
  

Salary Range: $167,500-$197,000 a year

Location: Santa Clara, CA

Function: CONSULTANCY

Role: Business Development Manager

ID: 435536

Skills: Digital : Sales and Marketing Analytics

Salary Range: $167,500 - $197,000