Business Development Manager - Microsoft Cloud & AI

Role : Business Development Manager - Microsoft Cloud & AI Location : Helsinki, Uusimaa, Finland Experience :10+ years in IT services, enterprise sales, business development, or cloud solution selling Role Summary: • TCS is hiring a hunter-style Business Development Manager to win new Microsoft-led manufacturing business across the Nordics, with focus on Azure, Data/AI, Edge, IoT, M365, D365, and hybrid cloud transformation. • Drive large multi-country pursuits, shape differentiated win themes, orchestrate solution-pricing-legal-risk workstreams, and convert pipeline into revenue realization. • Expected outcomes include large deal creation, Azure consumption growth, co-sell opportunity creation, and executive relationships across CIO, CTO, CDO, and plant leadership. • Strong experience required in manufacturing-led hunting, Microsoft solution selling, financial modelling, proposal leadership, upsell/cross-sell, and competitive pursuit management. • Ideal for a 10+ years IT services sales leader who can position TCS as an Industrial AI, Sovereign Cloud, and Edge transformation partner in the Nordics. Key Responsibilities: Own and grow the Microsoft-aligned business pipeline across Nordic enterprise accounts. Drive new business development, account expansion, hunting, and strategic pursuit leadership. Orchestrate end-to-end deal cycles across solution, pricing, legal, compliance, commercial, and risk workstreams. Lead pursuit strategy, win themes, competitive differentiation, deal qualification, and executive alignment. Work closely with TCS sales, industry units, cloud practices, delivery teams, architects, finance, legal, and partner teams. Build strong customer relationships with CIO, CTO, CDO, procurement, enterprise architecture, and business leadership stakeholders. Shape opportunities around cloud migration, data center exit, Azure modernization, AI adoption, digital workplace, security, industry cloud, and hybrid cloud. Drive Microsoft-aligned go-to-market motions and joint account planning with Microsoft field and partner teams. Translate Nordic customer priorities around digital maturity, sustainability, resilience, cost optimization, and innovation into compelling value propositions. Maintain disciplined pipeline governance, opportunity tracking, forecasting, and deal conversion reporting. Sales & Presales Capabilities: Lead RFI/RFP/RFQ responses, proposal strategy, bid management, solution narratives, and customer presentations. Build business cases, financial models, TCO/ROI views, and commercial constructs for complex IT services deals. Coordinate presales teams to develop solution architecture, delivery approach, transition plans, and pricing assumptions. Identify upsell and cross-sell opportunities across Azure, Data/AI, Microsoft 365, Dynamics 365, Power Platform, security, and managed services. Develop account-level growth plans and convert Microsoft solution plays into qualified opportunities. Support customer workshops, discovery sessions, executive briefings, innovation sessions, and solution showcases. Drive pipeline generation through industry events, account mining, partner alignment, and proactive demand creation. Microsoft Solution Selling Focus: The role will focus on solution-led growth across: Azure: cloud migration, data center exit, application modernization, Azure infrastructure, Azure VMware, Azure Local, hybrid cloud, FinOps, and managed cloud operations. Data & AI: Microsoft Fabric, Azure AI, Azure OpenAI, AI governance, analytics modernization, data platforms, and industrial AI use cases. Microsoft 365: Copilot adoption, modern workplace, endpoint modernization, collaboration, security, and employee experience. Dynamics 365: customer engagement, service transformation, CRM modernization, and business applications. Hybrid & Edge: manufacturing edge, IoT, factory systems, OT/IT convergence, digital twins, and resilient hybrid architectures. Nordic Regional Focus Position TCS as a trusted advisor for digitally mature customers seeking the next wave of cloud, AI, and platform transformation. Emphasize sustainability, energy-efficient cloud adoption, responsible AI, and resilient digital operations. Bring a consultative selling approach suited to Nordic decision-making styles, long-term partnerships, transparency, and value-based engagement. Focus on industries such as manufacturing, telecom, retail, BFSI, energy, transportation, and technology-led enterprises. Help customers modernize securely while balancing innovation, compliance, cost efficiency, and sustainability outcomes. Key Qualities: Required Skills Strong enterprise sales and business development experience in IT services, cloud, digital transformation, or managed services. Proven ability to sell Microsoft-centric solutions across Azure, M365, D365, Data/AI, Power Platform, and hybrid environments. Strong understanding of cloud migration, data center exit, infrastructure modernization, security, and application modern