Job Description
The Cloud Director, CMI BG will be responsible for driving strategic growth and new logo acquisition for Cloud and Infrastructure Services. The role focuses on building executive level relationships, leading complex multitower pursuits, and positioning TCS as a trusted transformation partner for large and strategic clients within Communication Media Entertainment and Information Services
This is a senior sales leadership role requiring deep expertise in hyperscaler led cloud services, infrastructure modernization, managed services, and consulting led sales, with a strong ability to orchestrate internal cross functional teams to deliver differentiated value.
Key Responsibilities
Market & Account Growth
Own and drive revenue growth for Cloud and Infrastructure Services (Cloud Transformation, Hybrid/Multi Cloud, Data Center Modernization, Managed Infrastructure, CloudOps/FinOps, Network & Workplace Services).
Identify, qualify, and convert new logo opportunities across Communication Media Entertainment and Information Services
Develop and execute account plans and territory strategies aligned with TCS growth objectives.
Client Engagement & Relationship Management
Build strong C suite and senior executive relationships (CIO, CTO, CDO, CFO) to position TCS as a strategic advisor.
Lead consultative discussions on IT modernization, cloud adoption, operational resilience, cost optimization, and platform transformation.
Represent TCS in executive briefings, industry events, partner forums, and client workshops.
Sales Leadership & Deal Management
Lead end to end sales cycles for large, complex, multi million dollar deals, including pursuit strategy, solution shaping, commercial structuring, and negotiations.
Collaborate with pre sales, solution architects, delivery, alliances, and commercial teams to develop compelling, differentiated proposals.
Ensure governance, compliance, and risk management in line with TCS sales and contracting standards.
Partner & Ecosystem Engagement
Leverage strategic partnerships with AWS, Microsoft Azure, Google Cloud, VMware, ServiceNow, and other ecosystem partners to co create and sell joint offerings.
Drive partner led motions, pipeline build, and go to market initiatives in the ecosystem.
Internal Collaboration & Thought Leadership
Provide market insights, competitive intelligence, and customer feedback to shape TCS offerings and GTM strategies.
Mentor junior sales leaders and contribute to building a strong, high performance sales culture.
Contribute to TCS thought leadership through client success stories, POVs, and industry narratives.
Experience
Desired Skills & Experience
15+ years of experience in IT Services / Communication Media Entertainment and Information Sales Services, with at least 8–10 years in senior business development or sales leadership roles.
Proven track record of selling Cloud, Infrastructure, and Managed Services deals of USD 20M+ in large enterprise environments.
Strong experience in Communication Media Entertainment and Information Sales Services client segments preferred.
Demonstrated success in new logo acquisition and market expansion on the West Coast.
Technical & Domain Expertise
Strong understanding of:
Public, Hybrid & Multi Cloud architectures
Infrastructure modernization and managed services
Migration, transformation, and CloudOps/FinOps models
Security, resilience, and compliance considerations
Familiarity with hyperscaler and platform ecosystems (AWS, Azure, GCP, VMware, ServiceNow).
Leadership & Behavioral Competencies
Strong executive presence with the ability to influence and negotiate at C suite level.
Consultative mindset with a value based selling approach.
Strategic thinker with strong execution discipline.
Collaborative leadership style, able to work across global, matrixed organizations.
Education
Bachelor’s degree in Engineering, Computer Science, or related field required.
