Senior Client Partner

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 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.