Director - Cloud Practice

Job Description

The Cloud Practice Director will drive strategic growth and new logo acquisition for Cloud and Infrastructure Services across the West Coast market. The role focuses on building executive-level relationships, leading complex multitower pursuits, and positioning TCS as a trusted transformation partner for large and strategic clients within Technology, Software, and Services industries. This senior sales leadership role requires deep expertise in hyperscaler-led cloud services, infrastructure modernization, managed services, and consulting-led sales, with a strong ability to orchestrate internal cross‑functional teams to deliver differentiated value.

Key Responsibilities

• Market & Account Growth
  • Own and drive revenue growth for Cloud and Infrastructure Services (Cloud Transformation, Hybrid/Multi Cloud, Data Center Modernization, Managed Infrastructure, CloudOps/FinOps, Network & Workplace Services).
  • Identify, qualify, and convert new logo opportunities across Technology, Software, SaaS, Digital Native, and Services enterprises on the West Coast.
  • Develop and execute account plans and territory strategies aligned with TCS growth objectives.
• Client Engagement & Relationship Management
  • Build strong C-suite and senior executive relationships (CIO, CTO, CDO, CFO) to position TCS as a strategic advisor.
  • Lead consultative discussions on IT modernization, cloud adoption, operational resilience, cost optimization, and platform transformation.
  • Represent TCS in executive briefings, industry events, partner forums, and client workshops.
• Sales Leadership & Deal Management
  • Lead end‑to‑end sales cycles for large, complex, multi‑million dollar deals, including pursuit strategy, solution shaping, commercial structuring, and negotiations.
  • Collaborate with pre‑sales, solution architects, delivery, alliances, and commercial teams to develop compelling, differentiated proposals.
  • Ensure governance, compliance, and risk management in line with TCS sales and contracting standards.
• Partner & Ecosystem Engagement
  • Leverage strategic partnerships with AWS, Microsoft Azure, Google Cloud, VMware, ServiceNow, and other ecosystem partners to co‑create and sell joint offerings.
  • Drive partner‑led motions, pipeline build, and go‑to‑market initiatives in the West Coast ecosystem.
• Internal Collaboration & Thought Leadership
  • Provide market insights, competitive intelligence, and customer feedback to shape TCS offerings and GTM strategies.
  • Mentor junior sales leaders and contribute to building a strong, high‑performance sales culture.
  • Contribute to TCS thought leadership through client success stories, POVs, and industry narratives.

Qualifications

• 15+ years of experience in IT Services / Technology Consulting sales, with at least 8–10 years in senior business development or sales leadership roles.
• Bachelor’s degree in Engineering, Computer Science, or related field required (MBA or advanced degree preferred).
• Proven track record of selling Cloud, Infrastructure, and Managed Services deals of USD 20M+ in large enterprise environments.
• Strong experience in Technology, Software, SaaS, or Digital Native client segments preferred.
• Demonstrated success in new logo acquisition and market expansion on the West Coast.
• Strong understanding of:
  • Public, Hybrid & Multi Cloud architectures
  • Infrastructure modernization and managed services
  • Migration, transformation, and CloudOps/FinOps models
  • Security, resilience, and compliance considerations
  • Familiarity with hyperscaler and platform ecosystems (AWS, Azure, GCP, VMware, ServiceNow).
• Strong executive presence with the ability to influence and negotiate at C‑suite level.
• Consultative mindset with a value‑based selling approach.
• Strategic thinker with strong execution discipline.
• Collaborative leadership style, able to work across global, matrixed organizations.

Salary Range

$218,200-$287,500 a year

About the company

Tata Consultancy Services

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