Sales Director - AWS

HCLTech; Sydney; On-site; AUD 150,000 - 230,000; Full time

Job summary

HCLTech ANZ seeks a bar-raiser leader to build the AWS business across ANZ, operating as an entrepreneurial individual contributor backed by technical architects. You will shape strategy, drive revenue, and foster marquee wins by aligning sales, delivery, pre-sales and CoEs.

If you have experience building partner-led businesses at top firms and hyperscaler ecosystems, this role offers a canvas to own outcomes, influence across the region, and be recognised for impact.

Qualifications

• Experience building partner-led, net-new business for large technology providers.
• Proven track record working with AWS senior leadership or similar senior partnership roles.
• Demonstrated success in FSI and enterprise accounts across ANZ markets.

Responsibilities

• Advise clients on business value from cloud, with credible commercial framing.
• Develop and execute growth and GTM plans to expand AWS pipeline.
• Balance short-term ops with long-term strategic initiatives and replication models.
• Represent HCLTech in industry forums and AWS-related programs.

Skills

Partner-led sales

AWS knowledge

Strategic thinking

CxO advisory

Job description

We are hiring a bar-raiser — a hunter and thought leader who will build HCLTech’s AWS business in ANZ into a market-leading partnership across the region. You will operate as an entrepreneurial individual contributor, backed by a team of technical architects, working through influence across sales, delivery, pre-sales and Centres of Excellence to convert AWS-aligned ambition into revenue, margin and marquee wins.

If you have built partner-led businesses at leading consulting firms, global technology majors or domain-specialist and hyperscaler organisations, and you want a canvas to shape strategy, own outcomes and be recognised for it, this role is designed for you.

• CxO Advisory: Business Value Realization,Techno-functional and commercial advisory to senior client stakeholders — the how, when and where of value.
• Growth & GTM: Go-to-market strategy, revenue, margin and funding — from lead generation through opportunity hunting to close.
• Operations: Pre-sales, RFP responses, CRM discipline, cadences, governance and financial construct.
• Long-Term Planning: Breakthrough objectives, strategic initiatives and replicable models that scale.

KEY RESPONSIBILITIES

• Advise clients on business value derived through cloud, credibly and commercially.
• Bring hands-on understanding of cloud implementation, program management, cloud architecture, accelerators, commercial propositions, innovation and investments.

Strategy & Thought Leadership

• Build dominant strategies to win against both generalist and specialist competition.
• Balance short-term operations with a long-term strategic view.
• Read domain and cloud trends, and help HCLTech navigate structural, strategic and system changes to stay ahead of the curve.
• Represent HCLTech in industry and AWS forums and roundtables.

Business Development & Growth

• Drive net-new business through a combination of incumbency, competencies and influence.
• Partner with Sales to grow the AWS pipeline by aligning to customer and AWS objectives, and by leading with account planning over a top-down approach.
• Apply strong command of fixed-price and outcome-based commercial models, including investment structuring.

AWS Partnership

• Understand AWS’s broad objectives and individual KPIs, and align them through joint planning and operational excellence.
• Engage the AWS relationship at every level — Country leadership, Partner leadership, Specialised units and Strategic functions — to advance shared objectives.
• Work closely with AWS, including ProServe, and constructively manage conflicts and channel challenges.
• Build and sustain strong personal relationships at Account Management and Partner Sales level.
• Engage AWS on forward-looking technology and specialised AWS programs.

Operational Excellence

• Run partner hygiene with discipline — Partner Finder, partner matching and scoring, targeted account management with clear problem statements and solutions, securing face-time and creating forums.
• Own revenue tracking, CRM management, ACE creation and cadences; provide ball-park AWS estimates.. high-level deal structures.

AI Fluency

• Bring a solid understanding of AI technology, tools and AI economics, and a working AI value framework.
• Treat AI as inherent and core to everything we do.
• Offer fresh perspectives on AI trends and challenges, grounded in substance.

WHO YOU ARE

• A bar-raiser. The ambition to be the best.
• A hunter. A genuine hunting mindset oriented to net-new logos and opportunities.
• Entrepreneurial. An individual contributor who leads a team of technical architects and works through influence across sales, delivery, pre-sales and CoEs.
• A fast learner. You learn quickly from what is working and what is not, and adjust.

EXPERIENCE WE VALUE

• A track record of building partner-led, net-new business — ideally gained at leading consulting firms, global technology majors, or domain-specialist and hyperscaler organisations.
• Prior experience working with AWS senior leadership, or having performed a similar senior partnership function.
• Demonstrated success in FSI and/or enterprise accounts across the ANZ markets.
• Fluency in cloud economics, commercial modelling and AI value creation.