JD : Cloud Techno - Commercial Manager

Role overview

- Own the techno-commercial lifecycle for cloud deals (presales to closure) across public, private, and hybrid cloud offerings (e.g., AWS, Azure, GCP, local IaaS/PaaS).

- Translate customer business requirements into viable cloud architectures and commercially competitive proposals for Indian enterprise and mid-market customers.

Key responsibilities:

- Work with sales teams to qualify opportunities, understand use cases, and define solution scope for cloud services (IaaS, PaaS, managed services, migration, security, DR, etc.).

- Design high-level and bill-of-materials level cloud solutions, including sizing, architecture options, migration approaches, and TCO/ROI justification for customers.

- Prepare and present techno-commercial proposals in response to RFPs/RFIs, including solution write-ups, architecture diagrams, pricing, assumptions, and risk notes.

- Own solution pricing: work with OEMs, distributors, and internal finance to build competitive yet profitable commercials, including discounts, commitments, and consumption models.

- Participate in customer meetings, demos, and workshops as the primary technical and commercial interface, addressing solution, pricing, and contractual queries.

- Track opportunities in the funnel, support closure negotiations, and ensure smooth handover to delivery with clear SoW, SLAs, and acceptance criteria.

- Monitor competition, market pricing, and cloud partner programs in India to refine rate cards and proposal strategies.

- Work with product/engineering to package standardized cloud offerings (bundles, managed services, migration packs) and GTM for Indian verticals (BFSI, manufacturing, IT/ITES, etc.).

Required skills and experience

- 5-10 years in cloud presales / solution engineering / techno-commercial roles, preferably in Indian SI, CSP, telco, or MSP environments.

- Strong hands-on understanding of at least one hyperscaler (AWS, Azure, GCP) plus experience with typical enterprise workloads (Windows/Linux, databases, VMs, containers, backup/DR, security).

- Proven experience building cloud BOQs, licensing constructs, and pricing models including reserved instances, savings plans, managed services fees, and migration projects.

- Ability to articulate clear value propositions, TCO comparisons (on-prem vs cloud), and business cases to CXO and procurement stakeholders.

- Strong documentation skills for SoWs, proposals, and bid responses; familiarity with Indian RFP/tender processes is a plus.

- Excellent communication, stakeholder management, and negotiation skills; ability to influence internal teams and customers to closure.

Qualifications and certifications

- Bachelor's in Engineering / Computer Science / IT or equivalent; MBA preferred for senior techno-commercial roles.

- Relevant cloud certifications (e.g., Azure Administrator/Architect, AWS Solutions Architect, GCP Professional Architect) strongly preferred.