Job description

Role Overview The Hybrid Cloud Sales BDM is a senior business leader responsible for driving accelerated growth, large‑deal wins, and strategic account expansion on for Cloud, IT Infrastructure Services. This role anchors the intersection of client strategy, hyperscaler & OEM partnership, sales execution, and transformation outcomes, with clear ownership of pipeline creation, TCV growth, and revenue realization. The Hybrid Cloud BDM operates as a client‑facing executive and internal growth catalyst, working closely with Sales, Industry Leaders, Solution Architects, Delivery, and alliance teams to shape and close enterprise‑scale IT Infrastructure opportunities including Data Center, Cloud, Workplace, Network, Service Management, Service Desk, AI Ops, Agentic Enterprise. Key Responsibilities • TCV & Growth Ownership • Own AI‑led growth objectives across assigned accounts, industries, or geographies, with accountability for pipeline, bookings, and revenue conversion. • Drive large, complex Hybrid Infra pursuits including cloud migration, modernization, AI/GenAI platforms, on prem Infra, and managed services. • Shape and articulate industry‑relevant value propositions aligned to customer business priorities such as cost optimization, agility, resilience, and innovation. • Influence deal strategy, commercials, and risk positioning in partnership with finance, legal, and delivery leadership. • Strategic Client Engagement • Build and sustain trusted relationships with CXOs (CIO, CTO, CDO, CFO, CISO) and senior business leaders. • Serve as a strategic advisor to clients on AI adoption, Technology roadmaps, operating models, cloud adoption, vendor consolidation, GCC strategy and service transformation. • Lead executive‑level workshops, innovation sessions, and joint value discovery engagements with OEM partner alliances. • AWS Alliance & Go‑to‑Market Leadership • Act as a senior interface with Major Market field sales, solution architects, COEs and alliance leadership. • Develop and execute joint account plans, co‑sell motions, and demand‑generation initiatives with OEMs. • Leverage Service offerings and platforms and position them to improve win probability and deal economics. • Drive consistency and scale through close partnership of industry units through Industry aligned solutions. • Deal Shaping & Orchestration • Partner with solution architects to shape credible, differentiated, and executable solutions. • Ensure clarity on solution scope, assumptions, dependencies, risks, and mitigation strategies. • Support transition from sales to delivery, ensuring growth commitments are realized through execution. • Leadership & Ecosystem Collaboration • Serve as a thought leader and mentor within the cloud growth community. • Collaborate with Industry Groups, Delivery Units, Marketing, and Engineering to scale repeatable growth plays. • Contribute to growth planning, pipeline reviews, and executive governance forums. Required Experience & Qualifications • 13+ years of experience in enterprise technology services, cloud sales, consulting, or transformation leadership. • Demonstrated success in driving infrastructure/Cloud‑led growth for IT Outsourcing market. • Proven track record in shaping and closing large, multi ‑year deals working with TPAs, Account leadership and customer stakeholders. • Strong understanding of IT Infrastructure services, cloud modernization patterns, AI/GenAI adoption, and managed services models. • Executive‑level communication skills with the ability to translate technology into business impact. • Preferred Attributes • Experience operating as a Growth Partner, Client Partner, or Hyperscaler Leader in a GSI or consulting environment. • Industry experience in domains such as Hi-Tech, Telecom, Media, Entertainment and Overall Technology Industry • Familiarity with co‑sell motions and partner programs (Naas, Daas, Storage aaS), and hyperscaler • Ability to balance strategic thinking with hands‑on deal execution. Salary Range: $167,500-$197,000 a year #LI-AK1 </div

Requirements

Must-haves

TCV & Growth Ownership
Own AI‑led growth objectives across assigned accounts, industries, or geographies, with accountability for pipeline, bookings, and revenue conversion.
Drive large, complex Hybrid Infra pursuits including cloud migration, modernization, AI/GenAI platforms, on prem Infra, and managed services.
Shape and articulate industry‑relevant value propositions aligned to customer business priorities such as cost optimization, agility, resilience, and innovation.
Influence deal strategy, commercials, and risk positioning in partnership with finance, legal, and delivery leadership.
Strategic Client Engagement
Build and sustain trusted relationships with CXOs (CIO, CTO, CDO, CFO, CISO) and senior business leaders.
Serve as a strategic advisor to clients on AI adoption, Technology roadmaps, operating models, cloud adoption, vendor consolidation, GCC strategy and service transformation.
Lead executive‑level workshops, innovation sessions, and joint value discovery engagements with OEM partner alliances.
AWS Alliance & Go‑to‑Market Leadership
Act as a senior interface with Major Market field sales, solution architects, COEs and alliance leadership.
Develop and execute joint account plans, co‑sell motions, and demand‑generation initiatives with OEMs.
Leverage Service offerings and platforms and position them to improve win probability and deal economics.
Drive consistency and scale through close partnership of industry units through Industry aligned solutions.
Deal Shaping & Orchestration
Partner with solution architects to shape credible, differentiated, and executable solutions.
Ensure clarity on solution scope, assumptions, dependencies, risks, and mitigation strategies.
Support transition from sales to delivery, ensuring growth commitments are realized through execution.
Leadership & Ecosystem Collaboration
Serve as a thought leader and mentor within the cloud growth community.
Collaborate with Industry Groups, Delivery Units, Marketing, and Engineering to scale repeatable growth plays.
Contribute to growth planning, pipeline reviews, and executive governance forums.
Required Experience & Qualifications

Nice-to-haves

Preferred Attributes

Application prep

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