Job Description

Job Summary

This job description outlines the role of a Senior Deal Pursuit Manager within a Global Systems Integrator (GSI) organization, focused on large-scale Google Cloud transformation deals.

Senior Deal Pursuit Manager, Google Cloud Ecosystem (GSI)

Location: [India – Noida/ Pune/ Mumbai / BLR]

Experience: 10-15+ years

Company: [HCLTech]

Role Overview:

The Senior Deal Pursuit Manager, Google Cloud Ecosystem, is a strategic, customer-facing role responsible for leading and winning large, complex cloud transformation opportunities in collaboration with Google. This role requires an individual with a proven track record of managing the end-to-end Request for Proposal (RFP) process, structuring innovative commercial agreements, and orchestrating cross-functional teams to drive successful, profitable cloud adoption for enterprise clients.

Key Responsibilities

Key Responsibilities:

• Deal Leadership and Strategy: Lead the entire deal pursuit cycle for large cloud transformation RFPs, from qualification to closure, developing a winning strategy in partnership with sales and pre-sales teams.
• RFP Management: Oversee the creation of compelling, data-backed proposals and responses to RFPs, ensuring all technical, commercial, and contractual requirements are met and align with the client's business objectives.
• Ecosystem Collaboration: Serve as the primary liaison between the GSI and Google Cloud's sales, partner, and professional services teams to align go-to-market strategies, leverage Google programs, and ensure seamless delivery of joint solutions.
• Commercial Structuring & Negotiation: Structure complex, high-value agreements, including pricing, SOWs, and contracts. Lead negotiations with clients, leveraging pre-approved terms and navigating internal exception processes with legal and finance teams.
• Stakeholder Management: Build and maintain strong, C-level relationships with client stakeholders and internal Sales executives, effectively communicating deal progress, risks, and value propositions.
• Financial Acumen: Manage deal financials, including business case development, cost analysis, optimization, and ensuring deals meet profitability targets and compliance standards .

Team Orchestration: Assemble and lead multi-disciplinary pursuit teams (including solution architects, finance, legal, and delivery leads), driving consensus and accountability across all functions

Skill Requirements

Required Qualifications:

• Experience: 10 to 15+ years of experience in enterprise technology sales, management consulting, or deal pursuit roles within a GSI or large technology company.
• Cloud Expertise: Proven track record of handling large-scale cloud transformation projects/RFPs with public cloud providers, preferably Google Cloud Platform (GCP).
• RFP/Deal Management Skills: Deep expertise in the complex sales process, value consulting, proposal development, and contract negotiation for technology services and IaaS/PaaS/SaaS solutions.
• Technical Knowledge: Strong understanding of cloud technologies and transformation domains, such as IT operations, application development, data analytics, AI/ML, and security.
• Education: Bachelor's degree in a relevant field (e.g., Computer Science, Business); an MBA or Master's degree is preferred.
• Soft Skills: Exceptional communication, project management, and problem-solving skills with the ability to work in a fast-paced, ambiguous environment.

Travel: Ability to travel as needed to customer and internal meetings

Other Requirements

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