Hybrid Cloud Services Business Development Manager

Role Overview

The Hybrid Cloud Sales BDM is a senior business leader responsible for driving accelerated growth, large-deal wins, and strategic account expansion on for Cloud, IT Infrastrcuture 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 client-facing executive and internal growth catalyst, working closely with Sales, Industry Leaders, Solution Architects, Delivery, and alliance teams to shape and close enterprise-scale IT Infrastructure opportunities including Data Center, Cloud, Workplace, Network, Service Management, Service Desk, AI Ops, Agentic Enterprise.

Key Responsibilities

TCV & Growth Ownership
• Own AI-led 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 industry-relevant 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 executive-level workshops, innovation sessions, and joint value discovery engagements with OEM partner alliances.

Go-to-Market Leadership
• Act as a senior interface with Major Maket field sales, solution architects, COEs and alliance leadership.
• Develop and execute joint account plans, co-sell motions, and demand-generation initiatives with Telecom, Media and Information Services Customer base in North America.
• 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
• 15+ years of experience in enterprise technology services, clou d sales, consulting, or transformation leadership in Communication, Media and Information Services Customer base.
• Demonstrated success in driving infrastructure/Cloud-led 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.
• Executive-level communication skills with the ability to translate technology into business impact.

Preferred Attributes
• Experience operating as a Growth Partner, Client Partner, or Pursuit Leader in a GSI for Communication Service provider and media sports entertainment industry.
• Industry experience in Communication, Media and Information Services domain
• Familiarity with co-sell motions and partner programs (Naas, Daas, Storage aaS), and hyper scalers
• Ability to balance strategic thinking with hands-on deal execution.

TCS Employee Benefits Summary:


Discretionary Annual Incentive.


Comprehensive Medical Coverage: Medical & Health, Dental & Vision, Disability Planning & Insurance, Pet Insurance Plans.


Family Support: Maternal & Parental Leaves.


Insurance Options: Auto & Home Insurance, Identity Theft Protection.


Convenience & Professional Growth: Commuter Benefits & Certification & Training Reimbursement.


Time Off: Vacation, Time Off, Sick Leave & Holidays.


Legal & Financial Assistance: Legal Assistance, 401K Plan, Performance Bonus, College Fund, Student Loan Refinancing.

Salary Range: $160,400- 188,700 a year

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