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 recent 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 strong 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