Google Sales Director

About the role

TCS Google Business unit is on a fast growth trajectory focusing on delivering transformational solutions using native Google Cloud solutions to drive exponential value for customers. We are scaling up our Sales and Solution team in North America and seeking a Director of Google Growth to support business development efforts, drive sales rigor, and help win deals with new and existing customers.

Responsibilities

• Engage with customers on a personal and technical level to understand business requirements, build relationships, and address queries.
• Partner with Google to build local alliances and jointly present solutions to customers.
• Determine how Google Cloud solutions can solve business problems or meet customer requirements.
• Articulate risk levels for technological architectures to enable balanced recommendations.
• Draft technical aspects of proposals, customer presentations, and actively participate in the bid process.
• Create answers and quotations for RFIs, RFPs, and RFQs, including solution analysis, project promotion method, and delivery timelines.
• Collaborate with internal TCS functions to gain in-depth understanding of TCS solutions and offerings.
• Review, analyze, and stay current with technology trends, incorporating them into offerings and solutions.
• Ensure solution designs, estimates, and pricing align with enterprise architecture standards, common solutions, and financial targets.
• Engage with CXOs, advising and influencing them on strategy, solution propositions, and business cases.
• Work closely with multi-disciplined teams (product owners, architects, consultants, engineers) to craft winning customer propositions.
• Develop a consultative sales approach with strong technical grasp to guide the solutions team.
• Build effort estimates, deal pricing, commercials, SLA definitions, penalties, team composition, delivery models, and service coverage.
• Engage with intermediaries (ISG, BCG, Gartner) to position TCS capabilities and offerings.
• Facilitate deal reviews with senior management for qualification and delivery feasibility assessment.
• Manage relationships with customers, alliance partners, and internal stakeholders.

Qualifications

• 15+ years of relevant experience.
• Master’s degree in Business Administration or Bachelor’s in IT/Computer Science/Engineering with sales and pre-sales experience in IT consulting.
• At least 4-5 years of partner/business development experience with a leading hyperscaler (AWS, Azure, or Google).
• Excellent client-facing skills, preferably at CIO/CXO levels, with the ability to capture audience attention and sell solutions.
• Ability to understand customer challenges and translate them into winning solution approaches.
• Strong verbal and written communication skills, with the ability to work effectively across internal and external organizations.

Pay

$190,700–$218,500 a year