Business Development Manager (AWS BU)

The organisation

Tata Consultancy Services (TCS) is a global leader in IT services, digital, and business solutions that partners with its clients to simplify, strengthen and transform their businesses. We ensure the highest levels of certainty and satisfaction through a deep-set commitment to our clients, comprehensive industry expertise, and a global network of innovation and delivery centers.

The position

As a business development manager, your responsibility will include help bring in new business for TCS’ Amazon Web Services (AWS) Business Unit (BU) for Europe. The job requires both technical expertise and salesmanship with deep understanding of IT outsourcing, cloud computing, digital technologies and other IT functions. As a business development manager, you will be responsible and accountable in meeting revenue and TCV targets, identify new business opportunities and have a competitive edge in assigned market.

You will have the opportunity to help shape and deliver on a TCS strategy to build mind share and broad use of AWS products and services within various software developer segments and communities. Your responsibilities will include to lead and manage AWS cloud sales pursuits, be accountable and execute workshops / discussions with clients & partners to arrive at solutions addressing business needs.

You will be responsible for a guiding cloud solutions and technical team spread across the globe. Your responsibilities will include helping to define key partnerships to target, establishing those technical relationships, and managing the day-to-day interactions in order to build long-term business and marketing opportunities.

Tasks & responsibilities

• Serve as a key member of the Business Development team in helping to drive overall AWS market and technical strategy Understand the AWS market segments, customer base, and industry verticals we target
• Lead business development efforts for TCS’ AWS business unit’s cloud services for Europe
• Identify new business opportunities in the region or industry segment in order to build a substantial pipeline that will result in the achievement of assigned revenue and TCV goals.
• Responsible for managing and growing cloud services business within assigned vertical cluster
• Create traction and generate leads with new and existing clients
• Leverage partnership with AWS and eco-system to strengthen sales pursuits and convert them into a win for TCS’ AWS business unit
• Develop a consultative way of selling with good grasp on technical aspects and guide solutions team
• Responsible and accountable for leading RFPs, RFIs and RFQs
• Develop governance and management structures for successful execution of the engagements
• Define the overall solution approach and articulate the solution issues risks and mitigation strategies
• Effort estimates, Pricing, SLA definition, SLA penalties onsite/ offshore team composition, delivery models, service coverage,
• Define transition and transformation roadmaps aligned with end-state architecture to enable client’s business achieve their goals
• Drive bid efforts and solution teams for RFP’s/ RFI’s globally
• Well versed with leading intermediary processes like, ISG, BCG, Gartner and others
• Advice/ support bid management teams on financial constructs and proposal creation
• Excellent understanding of common cloud computing pricing methods, AWS products, solutions and offerings
• Coordinate with enabling teams (technical architects, delivery managers etc.) for ensuring a integrated bid to the client
• Facilitate deal reviews with senior management for deal qualification and delivery feasibility assessment
• Building and maintaining new relationships with key decision makers and influencers to obtain new sales, maximize services satisfaction and ensure proper post-sales support is provided.
• Handle workshops with the client and/or analyst communication across requirement gathering, solution modeling and SOW creation
• Provide regular updates, reports and dashboard with rigor to bring sales excellence
• Meet with key customers on a regular basis to strengthen relationships and to obtain additional business
• Should have experience managing large scale Transformation and transition initiatives, 24x7 Operations & Support, multi-site, international operations
• Communicate pursuit status with Executive Director on weekly / Quarterly / Ad-hoc basis
• Annual TCV target of $50 Mn - $70 Mn

Candidate profile

• Highly technical and analytical.
• Overall 12+ years of Information Technology industry experience preferably in Infrastructure Outsourcing
• At least 2-4 years of partner/business development for one of the leading hyperscaler (preferably AWS) experience
• Master’s degree in business administration or Engineering degree with sales and pre-sales experience in IT outsourcing business
• Excellent Client facing skills preferably at CIO/ CXO levels with the ability to capture the audience and sell the solution
• Experience working within the software development industry.
• Ability to multitask and handle multiple assignments simultaneously
• Ability to manage deliverables across multiple internal and external organizations
• Have ability to understand customer challenges, requirements and translate these into a winning solution approach.
• Have ability to take salient features of our solution approach and communicate the business value to our customers
• Strong verbal and written communications skills in Dutch are a must, as well as the ability to work effectively across internal and external organizations.
• Working knowledge of web services technology and software development tools and technologies highly desired

Interested?

You are invited to apply for this position by using the form below.