Role OverviewThe 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 ResponsibilitiesRevenue & GTM OwnershipOwn and drive cloud revenue targets for BFSI customers in Canada for the TCS Cloud UnitDevelop and execute GTM strategies to build strategically aligned growth opportunities and meet/exceed quarterly TCV and bookings targetsBuild, qualify, and maintain a robust Cloud-focused sales pipeline, ensuring consistent pipeline coverage and deal progressionLead end-to-end response for RFP/RFI/RFQs, including:Analysis of customer's current IT and cloud landscapeCloud strategy, migration, modernization, and innovation roadmapsCommercial constructs, pricing models, and value propositionsShape 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 LeadersPartner with internal stakeholders such as Client Partners, Business Relationship Managers (BRMs), Account Directors, and Delivery LeadersLead customer‐facing discussions around Cloud adoption, cloud economics, contracts,



and negotiationsWork closely with Partner field sales and partner teams, including:Partner Development Managers (PDMs)Cloud Specialists and Solution ArchitectsDrive joint pipeline reviews, GTM motions, and market development activities with HyperscalersPartner with Cloud ISV and partner ecosystem to create:Joint GTM solutionsCloud adoption offersIndustry-specific innovations and repeatable propositionsInternal Collaboration & EnablementCollaborate 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 requirementsAct as a bridge between sales, solutioning, delivery, and alliances teams to ensure cohesive GTM executionFinancial & Business Case LeadershipLead financial modeling, cost-benefit analysis, and ROI/TCO assessments for Azure cloud initiativesSupport customers in building business cases and securing internal budgets for large-scale cloud transformation programsExecution & Customer SuccessShape and influence execution plans to ensure realization of customer business outcomesDrive customer satisfaction and partner satisfaction through predictable delivery and value realizationSupport account governance, deal reviews,



and post‐deal expansion opportunitiesRequired Qualifications & Experience10+ years of experience in IT services sales, cloud GTM, or business development, with solid exposure to BFSI clientsProven experience driving Cloud‐led cloud transformation deals in large enterprise environmentsStrong understanding of cloud economics, migration strategies, modernization, and digital transformationDemonstrated ability to work with Partner ecosystem and co-sell with Partner field teamsStrong deal shaping, negotiation, and executive communication skillsExperience working in a global services organization with matrixed teams (preferred)Key SkillsCloud GTM & Solution SalesBFSI Industry KnowledgeRFP/RFI/RFQ ManagementExecutive Stakeholder ManagementFinancial & Business Case ModelingAlliance ManagementTCS 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

📌 Business Development Manager Gtm | Cloud Unit Canada (Ottawa)
🏢 TATA Consultancy Services
📍 Ottawa