Sales Director

HCLTech; Montreal (administrative region); On-site; CAD 120,000 - 180,000; Full time

Job summary

HCLTech in Canada seeks a Senior Account Leader to own the Aero Space account across Engineering, Digital and IT services. You will set the strategy, grow revenue across geographies, and lead major bids as the single point of accountability for the customer relationship.

Based in the Greater Montreal Area, you will coordinate cross-border teams across US, Canada and Mexico, travel about 30% and drive multi-year initiatives in a fast-growing global account.

Qualifications

• 15+ years in business development or key account roles.
• Experience with Aero Space OEMs or Tier-1 suppliers.
• Proven track record of growing a large global account.
• Strong negotiation and cross-functional leadership.

Responsibilities

• Define account strategy and multi-year growth plan.
• Lead end-to-end RFI/RFP/RFQ responses and negotiations.
• Build executive relationships across regions.
• Coordinate global delivery teams and ensure value delivery.
• Represent the company at events and drive account marketing.

Skills

Account management

BD leadership

RFP leadership

Contract negotiation

Multicultural teams

French-English bilingual

Aero space domain understanding

Job description

We are HCLTech, one of the fastest-growing large tech companies in the world and home to 221,000+ Ideapreneurs working in 60 countries across a network of global R&D, innovation labs, and delivery centers supercharging progress through industry-leading capabilities centered around Digital, Engineering and Cloud.

The driving force behind that work, our people, are diverse, creative, and passionate, raising the bar for excellence on a regular basis. We, in turn, work hard to bring out the best in them as we strive to help them find their spark and become the best version of themselves that they can be.

We have been present in Canada for over two decades. It has now grown to build a flourishing business that now boasts of a 10,000 strong workforce across 4 Canadian and 6 global delivery centers. Better still, we've had the opportunity to contribute to the growth and technological excellence of many Canadian companies and also to positively impact the IP portfolio, R&D legacy, IT landscape, and talent pool of Canada through close collaboration with government, universities, and local communities.

Our success has been led by the immense talent of highly motivated individuals who are drawn to solving challenges in an entrepreneurial environment. We are proud to have also received multiple accolades, such as the prestigious designation of Top Employer in 17 countries including Canada.

We are looking for like-minded people to join us in the next phase of our transformation journey and welcome you to grow with us.

Location: Greater Montreal Area

About the role

You will own the commercial relationship with Aero Space company and its subsidiaries — one of our most strategic global accounts — across Engineering, Digital and IT services. This is an end-to-end ownership role: you set the account strategy, grow revenue across business units and geographies, lead major bids, and act as the single point of accountability for the customer relationship from manufacturing through to engineering development.

The scope is US, Canada and Mexico, extendable to LATAM and you will coordinate teams and stakeholders across those regions.

What you will do

Account strategy and growth.

• Build and execute the multi-year account plan for Aero Space Company along with GAM team, with clear revenue, margin and share-of-wallet targets.
• Map the customer organization, identify white space across divisions, and open new buying centers.
• Operate and build along with Alliance teams for specific Enterprise IT programs, AI.

Customer relationship

• Develop executive-level relationships in the regions, from program and procurement managers up to C-suite sponsors.
• Act as the customer's advocate internally and the trusted advisor externally, balancing delivery reality with commercial ambition.
• Run governance rhythms: QBRs, steering committees, escalation management and satisfaction reviews.

Bid and deal leadership

• Lead RFI/RFP/RFQ responses end to end - small, medium and large deals - coordinating solutioning, pricing, delivery and legal.
• Build the win strategy, competitive positioning and value proposition, and defend it in front of the customer.
• Drive commercial and contractual negotiations to signature, working with Legal on frameworks, MSAs, SOWs and amendments.

Delivery and team orchestration

• Coordinate global, multicultural delivery teams across engineering, digital and IT service lines.
• Ensuring commitments made in the deal are met in delivery, and support P&L health for the account.
• Manage escalations and recovery situations with credibility on both sides.

Innovation, marketing and market intelligence

• Position new offerings -Digital Workplace, Cloud, data, Data Centers, IoT, industrial networks, digital transformation and sustainability - against customer roadmaps.
• Represent the company at trade shows, customer events and receptions, and drive account-level marketing and communication.
• Maintain market, competitor and program analysis to anticipate customer needs.

Systems and discipline

• Maintain accurate pipeline, forecast and account data in CRM.
• Report on performance against plans for senior leadership.

What you bring

• 15+ years in business development, key account management or client partner roles, with significant time selling engineering, digital or IT services.
• Demonstrated experience with Aero Space companies, a major aerospace OEM, or a Tier 1 aerospace/defense supplier — you understand how these organizations buy.
• Track record of owning and growing a large global account, including responsibility for multi-million $$
• Proven RFP leadership across deal sizes, from qualification to signature.
• Strong commercial and contractual negotiation skills, and comfort working alongside Legal.
• Experience leading distributed, multicultural teams without direct hierarchical authority.
• Fluent French and English. Working across Europe, North America and Asia is part of the job.
• Willingness to travel internationally, approximately 30%.
• Familiarity with defense programs and their constraints: export control, security clearance eligibility, sovereign requirements.
• Exposure to cloud, data & analytics, AI, IoT, industrial networks or business process services.
• Experience running innovation programs: design thinking, ideation-to-industrialization.
• An established network in the Aero Space company's ecosystem.

revenue.

What good looks like in this role

You are as comfortable in a procurement negotiation as you are in a technical workshop. You build networks quickly and keep them warm. You are structured enough to run a disciplined pipeline and forecast, and adaptable enough to change track when a program shifts. You take ownership of outcomes rather than handing off problems.

At HCL, we don't just accept the differences-we support it and celebrate it. We are committed to cultivating and preserving a culture of inclusion and connectedness. We can grow and learn better together with a diverse team of employees. As an equal opportunity employer, we stay true to our mission by ensuring that our place can be anyone's place.