The Role Own, grow and deepen relationships with named enterprise accounts, and lead Tilicho Labs’ go-to-market with Google Cloud. You will combine direct account ownership with co
- selling alongside Google Cloud field and partner teams, turning joint pipeline into six
- and seven-figure USD engagements. This is a farming-led, quota-carrying individual contributor role, with the opportunity to build and lead a sales and alliances team as the business grows.

Key Responsibilities
Enterprise account growth
• Own named enterprise accounts and expand them into six
- and seven-figure USD engagements through upsell, cross-sell and renewals.
• Manage the end-to-end account lifecycle: discovery, solutioning, negotiation, closure and renewal.
• Build long-term, trusted relationships with CXO, procurement, legal, security and executive stakeholders.
• Identify and create new opportunities within existing accounts and their adjacent business units.
• Position AI, product engineering, computer vision and data enhancement services to enterprise buyers. Google Cloud partnerships
• Build and manage Tilicho Labs’ relationships with Google Cloud partner managers, field sellers and solution architects.
• Run the co-sell motion: account mapping with Google territory teams, opportunity registration and joint account plans for target enterprise accounts.
• Structure and close deals through Google Cloud Marketplace, including private offers that let customers draw on committed Google Cloud spend.
• Work with delivery and presales to shape joint solutions that pair Tilicho’s AI, computer vision and data enhancement services with Google Cloud’s AI and data portfolio, including Gemini.
• Work with leadership and delivery to meet Google Cloud Partner Network tier and specialization requirements, and plan joint events and co-marketing.
• Track and report partner-sourced and partner-influenced pipeline and revenue, with a clear forecast. Ways of working
• Forecast accurately and maintain solid CRM hygiene,



including partner-sourced opportunities.
• Travel to client and Google Cloud locations as and when required.
• Provide market feedback on pricing, packaging, and positioning. Who You Are
•

Experience:
Minimum 7 years of enterprise sales experience.
• Background: Experience in SaaS sales. Currently at Business Development Manager level or above.
• Partner

experience:
Hands-on experience working with hyperscaler or alliance teams, ideally Google Cloud co-sell and Marketplace motions (AWS or Azure experience will also be considered).
•

Education:
MBA / PG qualification.
• A strong farmer mindset with a proven record of nurturing, retaining and growing key enterprise accounts.
• Proven success closing complex, multi-stakeholder enterprise deals.
• Strong CXO engagement and consultative selling skills.
• Working understanding of AI, cloud, and software delivery.
• Excellent forecasting, pipeline management, and CRM discipline.
• Flexible to travel to client locations and willing to work from Hyderabad or Bengaluru (relocation required if based elsewhere).
• Comfortable in a high-ownership startup environment. Nice to Have
• Existing relationships with Google Cloud field and partner teams in India.
• Google Cloud sales or technical certifications.
• AI/ML, Computer Vision, Data Engineering or Data Enhancement sales exposure.
• Existing enterprise relationships.
• Experience leading or mentoring sales teams.

What We Offer
• Competitive compensation package.
• Uncapped performance incentives with accelerators, including credit for partner
- sourced and partner-influenced revenue.
• Equity / long-term incentives for the right candidate.
• The opportunity to build Tilicho Labs’ Google Cloud partnership and co-sell motion from the ground up.
• Direct access to senior leadership and the opportunity to influence commercial strategy.
• A clear growth path, with room to build and lead a sales and alliances team as we scale.
• Hybrid work from Hyderabad or Bengaluru with client travel as needed.

📌 Senior Client Partner (Bengaluru)
🏢 Tilicho Labs
📍 Bengaluru