Hybrid Cloud Services Business Development Manager

Overview:

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, cloud 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.

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.

Skills:

Hybrid Cloud Computing