Job opportunity
Business Development Manager GTM | Cloud Unit Canada
Tata Consultancy Services
Role Overview
The Business Development Manager (BDM) will be responsible for driving
cloud revenue growth and Go‑To‑Market (GTM) execution
for
TCS Cloud Unit
across BFSI customers in Canada. This role will own pipeline creation, deal shaping, and revenue attainment for
cloud transformation deals , working closely with TCS client leadership, Public Cloud teams, and internal Centers of Excellence (CoEs).
The BDM will play a critical role in
shaping winning cloud solutions , leading customer value conversations, and ensuring successful execution of GTM strategies aligned to TCS and Hyperscaler objectives.
Key Responsibilities
Revenue & GTM Ownership
Own and drive
cloud revenue targets
for BFSI customers in Canada for the
TCS Cloud Unit
Develop and execute
GTM strategies
to build strategically aligned growth opportunities and meet/exceed quarterly
TCV and bookings targets
Build, qualify, and maintain a
robust Cloud-focused sales pipeline , ensuring consistent pipeline coverage and deal progression
Lead
end-to-end response for RFP/RFI/RFQs , including:
Analysis of customer’s current IT and cloud landscape
Cloud strategy, migration, modernization, and innovation roadmaps
Commercial constructs, pricing models, and value propositions
Shape
differentiated, outcome-driven solutions
leveraging Cloud services (Migration, Data & AI, App Modernization, Security, and Industry Clouds)
Build and sustain
high-trust executive relationships
with BFSI customers, including CIOs, CTOs, Cloud Heads, and Digital Leaders
Partner with internal stakeholders such as
Client Partners, Business Relationship Managers (BRMs), Account Directors, and Delivery Leaders
Lead customer‑facing discussions around
Cloud adoption, cloud economics, contracts, and negotiations
Work closely with
Partner field sales and partner teams , including:
Partner Development Managers (PDMs)
Cloud Specialists and Solution Architects
Drive
joint pipeline reviews, GTM motions, and market development activities
with Hyperscalers
Partner with
Cloud ISV and partner ecosystem
to create:
Joint GTM solutions
Cloud adoption offers
Industry-specific innovations and repeatable propositions
Internal Collaboration & Enablement
Collaborate with
technology and functional Centers of Excellence (CoEs)
across TCS (Cloud, Data, AI, Security, Integration, Apps)
Enable
Horizontal Service Units (HSUs)
to bring the right-fit capabilities and proactive proposals tailored to BFSI requirements
Act as a bridge between sales, solutioning, delivery, and alliances teams to ensure cohesive GTM execution
Financial & Business Case Leadership
Lead
financial modeling, cost-benefit analysis, and ROI/TCO assessments
for Azure cloud initiatives
Support customers in
building business cases and securing internal budgets
for large-scale cloud transformation programs
Execution & Customer Success
Shape and influence
execution plans
to ensure realization of customer business outcomes
Drive
customer satisfaction and partner satisfaction
through predictable delivery and value realization
Support account governance, deal reviews, and post‑deal expansion opportunities
Required Qualifications & Experience
10+ years of experience in
IT services sales, cloud GTM, or business development , with strong exposure to BFSI clients
Proven experience driving
Cloud‑led cloud transformation deals
in large enterprise environments
Strong understanding of
cloud economics, migration strategies, modernization, and digital transformation
Demonstrated ability to work with
Partner ecosystem
and co-sell with Partner field teams
Strong deal shaping, negotiation, and executive communication skills
Experience working in a
global services organization
with matrixed teams (preferred)
Key Skills
Cloud GTM & Solution Sales
BFSI Industry Knowledge
RFP/RFI/RFQ Management
Executive Stakeholder Management
Financial & Business Case Modeling
Alliance Management
TCS does not use artificial intelligence tools for candidate screening or evaluation. This post is for a current vacancy. The hiring process includes an initial screening, followed by a technical evaluation and managerial discussion.
Tata Consultancy Services Canada Inc. is committed to meeting the accessibility needs of all individuals in accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code (OHRC). Should you require accommodation during the recruitment and selection process, please inform Human Resources.
Thank you for your interest in TCS. Candidates that meet the qualifications for this position will be contacted within a 2-week period. We invite you to continue to apply for other opportunities that match your profile.
#J-18808-Ljbffr
Apply on source site The Business Development Manager (BDM) will be responsible for driving
cloud revenue growth and Go‑To‑Market (GTM) execution
for
TCS Cloud Unit
across BFSI customers in Canada. This role will own pipeline creation, deal shaping, and revenue attainment for
cloud transformation deals , working closely with TCS client leadership, Public Cloud teams, and internal Centers of Excellence (CoEs).
The BDM will play a critical role in
shaping winning cloud solutions , leading customer value conversations, and ensuring successful execution of GTM strategies aligned to TCS and Hyperscaler objectives.
Key Responsibilities
Revenue & GTM Ownership
Own and drive
cloud revenue targets
for BFSI customers in Canada for the
TCS Cloud Unit
Develop and execute
GTM strategies
to build strategically aligned growth opportunities and meet/exceed quarterly
TCV and bookings targets
Build, qualify, and maintain a
robust Cloud-focused sales pipeline , ensuring consistent pipeline coverage and deal progression
Lead
end-to-end response for RFP/RFI/RFQs , including:
Analysis of customer’s current IT and cloud landscape
Cloud strategy, migration, modernization, and innovation roadmaps
Commercial constructs, pricing models, and value propositions
Shape
differentiated, outcome-driven solutions
leveraging Cloud services (Migration, Data & AI, App Modernization, Security, and Industry Clouds)
Build and sustain
high-trust executive relationships
with BFSI customers, including CIOs, CTOs, Cloud Heads, and Digital Leaders
Partner with internal stakeholders such as
Client Partners, Business Relationship Managers (BRMs), Account Directors, and Delivery Leaders
Lead customer‑facing discussions around
Cloud adoption, cloud economics, contracts, and negotiations
Work closely with
Partner field sales and partner teams , including:
Partner Development Managers (PDMs)
Cloud Specialists and Solution Architects
Drive
joint pipeline reviews, GTM motions, and market development activities
with Hyperscalers
Partner with
Cloud ISV and partner ecosystem
to create:
Joint GTM solutions
Cloud adoption offers
Industry-specific innovations and repeatable propositions
Internal Collaboration & Enablement
Collaborate with
technology and functional Centers of Excellence (CoEs)
across TCS (Cloud, Data, AI, Security, Integration, Apps)
Enable
Horizontal Service Units (HSUs)
to bring the right-fit capabilities and proactive proposals tailored to BFSI requirements
Act as a bridge between sales, solutioning, delivery, and alliances teams to ensure cohesive GTM execution
Financial & Business Case Leadership
Lead
financial modeling, cost-benefit analysis, and ROI/TCO assessments
for Azure cloud initiatives
Support customers in
building business cases and securing internal budgets
for large-scale cloud transformation programs
Execution & Customer Success
Shape and influence
execution plans
to ensure realization of customer business outcomes
Drive
customer satisfaction and partner satisfaction
through predictable delivery and value realization
Support account governance, deal reviews, and post‑deal expansion opportunities
Required Qualifications & Experience
10+ years of experience in
IT services sales, cloud GTM, or business development , with strong exposure to BFSI clients
Proven experience driving
Cloud‑led cloud transformation deals
in large enterprise environments
Strong understanding of
cloud economics, migration strategies, modernization, and digital transformation
Demonstrated ability to work with
Partner ecosystem
and co-sell with Partner field teams
Strong deal shaping, negotiation, and executive communication skills
Experience working in a
global services organization
with matrixed teams (preferred)
Key Skills
Cloud GTM & Solution Sales
BFSI Industry Knowledge
RFP/RFI/RFQ Management
Executive Stakeholder Management
Financial & Business Case Modeling
Alliance Management
TCS does not use artificial intelligence tools for candidate screening or evaluation. This post is for a current vacancy. The hiring process includes an initial screening, followed by a technical evaluation and managerial discussion.
Tata Consultancy Services Canada Inc. is committed to meeting the accessibility needs of all individuals in accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code (OHRC). Should you require accommodation during the recruitment and selection process, please inform Human Resources.
Thank you for your interest in TCS. Candidates that meet the qualifications for this position will be contacted within a 2-week period. We invite you to continue to apply for other opportunities that match your profile.
#J-18808-Ljbffr