Business Relationship Manager - Microsoft Cloud Practice
Tata Consultancy Services, Edison, NJ, United States
Job Description
As a Microsoft Gold Solutions Partner and one of Microsoft's largest global system integrators, TCS delivers end-to-end digital transformation leveraging Microsoft Azure, Microsoft 365, Dynamics 365, and Power Platform. TCS's Microsoft practice spans cloud migration, AI & Data, application modernization, security, and managed services — serving 500+ enterprise clients globally.
TCS is seeking highly driven and strategic growth partners to join the Microsoft Unit. In this role, you will be at the forefront of driving revenue growth and market expansion of our Microsoft products and offering in the area of Azure – (app, data, AI), M365, and Dynamics 365 platforms. You will be assigned 1 or more large accounts where you have position TCS Microsoft value proposition across MS aligned product. The ideal candidate should bring account mining mindset to partner sales, backed by a solid foundational understanding of cloud computing, specifically Microsoft Azure. You are required to collaborate across TCS cutting across multiple products and offering team within unit and across other service line. You are expected to build relationship and take Microsoft’s partner organization in TCS account and align with Microsoft Account Executive for mutual business benefit.
Key Responsibilities
Own and grow the account revenue; define quarterly and annual TCV targets aligned to TCS's cloud business plan.
Articulate product and offering value proposition of TCS.
Build, maintain relationship across technical and business leadership.
Develop and execute joint go-to-market (GTM) strategies with Microsoft Partner Development Managers (PDMs) and field sales teams.
Drive co-sell motions by registering and progressing partner-originated and partner-influenced deals in Microsoft Partner Center.
Cultivate executive relationships (VP/C-level) at Microsoft and key enterprise accounts to facilitate large-scale Azure adoption.
Conduct Quarterly Business Reviews (QBRs) with Microsoft stakeholders, presenting pipeline health, wins, and growth roadmap.
Collaborate with TCS practice heads (Azure, Data, Security, M365) to build compelling joint solution offerings for the market.
Manage Microsoft partner competencies and designations (Solutions Partner, Specializations) to maintain and elevate TCS's partner status.
Lead partner incentive maximization — MCI, Azure Consumed Revenue (ACR) rebates, and co-op marketing funds utilization.
Monitor competitive landscape, Microsoft partner ecosystem shifts, and feed insights into TCS's alliance strategy team.
Mentor and coach team members, fostering a high-performance partner sales culture.
Qualifications
13 years of overall experience in IT sales, with at least 5+ years specifically selling in Cloud domain.
Sales Acumen: Proven track record of consistently meeting or exceeding multi-million-dollar sales target.
Technical Literacy: foundational understanding of Cloud Computing concepts & economics - IaaS, PaaS, AI/ML, Data & Analytics, Security, and Hybrid Cloud. Microsoft Certified: Azure Fundamentals (AZ-900) certification is highly preferred.
AI Literacy: should have deep understanding of how industry is evolving on AI. Expected to use Copilot and related MS AI product for daily jobs. Foundational understanding of Azure, M365, D365 AI offerings.
Executive Presence: Exceptional communication and presentation skills, with a demonstrated ability to influence and negotiate with C-suite executives at onsite engagements.
Education: Bachelor’s degree in business, Engineering, or a related field. An MBA from a reputed institution is preferred.
Mobility: Willingness to travel extensively for partner meetings, industry events, and client engagements.
Salary Range $170,595-$200,700 a year
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TCS is seeking highly driven and strategic growth partners to join the Microsoft Unit. In this role, you will be at the forefront of driving revenue growth and market expansion of our Microsoft products and offering in the area of Azure – (app, data, AI), M365, and Dynamics 365 platforms. You will be assigned 1 or more large accounts where you have position TCS Microsoft value proposition across MS aligned product. The ideal candidate should bring account mining mindset to partner sales, backed by a solid foundational understanding of cloud computing, specifically Microsoft Azure. You are required to collaborate across TCS cutting across multiple products and offering team within unit and across other service line. You are expected to build relationship and take Microsoft’s partner organization in TCS account and align with Microsoft Account Executive for mutual business benefit.
Key Responsibilities
Own and grow the account revenue; define quarterly and annual TCV targets aligned to TCS's cloud business plan.
Articulate product and offering value proposition of TCS.
Build, maintain relationship across technical and business leadership.
Develop and execute joint go-to-market (GTM) strategies with Microsoft Partner Development Managers (PDMs) and field sales teams.
Drive co-sell motions by registering and progressing partner-originated and partner-influenced deals in Microsoft Partner Center.
Cultivate executive relationships (VP/C-level) at Microsoft and key enterprise accounts to facilitate large-scale Azure adoption.
Conduct Quarterly Business Reviews (QBRs) with Microsoft stakeholders, presenting pipeline health, wins, and growth roadmap.
Collaborate with TCS practice heads (Azure, Data, Security, M365) to build compelling joint solution offerings for the market.
Manage Microsoft partner competencies and designations (Solutions Partner, Specializations) to maintain and elevate TCS's partner status.
Lead partner incentive maximization — MCI, Azure Consumed Revenue (ACR) rebates, and co-op marketing funds utilization.
Monitor competitive landscape, Microsoft partner ecosystem shifts, and feed insights into TCS's alliance strategy team.
Mentor and coach team members, fostering a high-performance partner sales culture.
Qualifications
13 years of overall experience in IT sales, with at least 5+ years specifically selling in Cloud domain.
Sales Acumen: Proven track record of consistently meeting or exceeding multi-million-dollar sales target.
Technical Literacy: foundational understanding of Cloud Computing concepts & economics - IaaS, PaaS, AI/ML, Data & Analytics, Security, and Hybrid Cloud. Microsoft Certified: Azure Fundamentals (AZ-900) certification is highly preferred.
AI Literacy: should have deep understanding of how industry is evolving on AI. Expected to use Copilot and related MS AI product for daily jobs. Foundational understanding of Azure, M365, D365 AI offerings.
Executive Presence: Exceptional communication and presentation skills, with a demonstrated ability to influence and negotiate with C-suite executives at onsite engagements.
Education: Bachelor’s degree in business, Engineering, or a related field. An MBA from a reputed institution is preferred.
Mobility: Willingness to travel extensively for partner meetings, industry events, and client engagements.
Salary Range $170,595-$200,700 a year
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