Business Development Lead/ Mainframe Infrastructure

HCL Technologies Limited; Greater London; Vor Ort; GBP 90.000 - 150.000; Vollzeit

Zusammenfassung

HCL Technologies Limited, a global technology leader, seeks a senior Mainframe Sales Specialist to drive Mainframe as a Service and related infrastructure offerings. You will own the sales pipeline, engage with executives, and coordinate a solution team across engagements in Europe.

Travel around Europe up to 50% is expected; you will act as a technical anchor, develop compelling value propositions, and foster partnerships with OEMs such as IBM, Broadcom, and BMC to grow revenue across the

Qualifikationen

• Minimum 10+ years hands-on Mainframe system programming and datacenter experience.
• Strong knowledge of Mainframe technologies (z/OS, CICS, DB2, IMS).
• Experience in enterprise architecture, costing, licensing metrics for IBM, BMC, Broadcom, and other ISVs.
• Experience in IT services engagement cycles, SLAs, and interfacing with advisory firms.

Aufgaben

• Lead technical discussions during the sales/engagement cycle.
• Coordinate the technical solution team to develop Mainframe infrastructure service proposals.
• Manage partnerships with major Mainframe OEMs to grow pipelines and close deals.

Kenntnisse

Mainframe sales

Mainframe as a service

Lead generation

Client engagement

Solution design

Pricing & licensing

OEM partnerships

Technical sales anchor

Engagement coordination

Jobbeschreibung

JOB DESCRIPTION

We are a $13+ billion global technology company, home to more than 224,000 people across 60 countries, delivering industry-leading capabilities centered around digital, engineering, cloud, and AI, powered by a broad portfolio of technology services and products.HCLTech is a globally recognized leader in the Tech and IT industry, but we’ve never forgotten the startup mindset that got us here. We’ve always approached our work with an idea-first attitude because every one of our accomplishments —no matter how big or small —can be traced back to an idea’s single spark.

It’s that spark —that inner drive —that sets our people apart from our competitors. It enables us not just to pull off game-changing feat after game-changing feat but to better our world in the process. We want you to find your spark. Because that’s what drives you to be better, be more and ultimately, be more fulfilled.

TECHNICAL SKILLS AND COMPETENCIES REQUIRED:

• Experience in sales of Mainframe Infrastructure opportunities, building and maintaining a sales pipeline for Mainframe as a service and Mainframe Infrastructure services.
• Drive optimal engagement strategies, Mainframe industry norms, and ideal client profiles to pursue for a Mainframe as a Service and Mainframe Managed services proposals
• Leverage professional contacts and organizational alliances/relationships to facilitate identification of new sales leads to pursue.
• Travel as needed within the US region to meet with internal sales teams and prospective clients as part of the lead identification and qualification process.
• Establish and grow Mainframe business and technical relationships and managing the day-to-day interactions with these stakeholders and responsible for driving Mainframe infrastructure top line revenue growth and conversion.
• Act as the technical anchor for client facing activities, leading technical discussions throughout the overall sales / engagement cycle.
• Ability to demonstrate and think strategically about Mainframe business, product, and technical challenges, and the ability to build and convey compelling value propositions for HCLTech.
• Able to lead and actively contribute to the creation of engagement artifacts such as Technical Solution Decks/Diagrams, Statement of Work, and SLAs.
• Managing partnerships and alliances with key Mainframe OEMs (i.e., BMC, IBM & Broadcom) and leveraging these partnerships to grow the pipelines and win the deals.
• Coordinate the efforts of the technical solution team during engagement, facilitating the development of a solution strategy and an approved Mainframe Infrastructure services proposal.
• Has an overall knowledge/understanding of Mainframe & storage hardware systems with relevant SME expertise & strong understanding of enterprise Mainframe architecture including the costing, pricing and licensing metrics of IBM, BMC, Broadcom and other ISVs.
• Hands‑on experience (at least 10+ years) in Mainframe system programming, datacenter, Mainframe architectures including design experience in one or more Mainframe infrastructure projects from functional requirements, technical solution design, test strategy and deployment plans.
• Strong technical knowledge of Mainframe subsystem technologies (Ex: z/OS, CICS, DB2, IMS, Mainframe security, middleware, job schedulers and other third‑party ISV products)
• Has broad experience within the IT services business; understands the overall engagement cycle, and concepts such as Service Level Agreements, RFS / RFI / RFP; has experience working with key IT advisors, such as ISG One, Everest Group, and Gartner.
• Provide thought leadership & actively contribute to the strategic growth of the HCLTech pre‑sales organization, identifying new areas of pursuit, optimizing processes, and the creation of new tools and/or service offerings.

GENERAL SKILLS AND COMPETENCIES REQUIRED:

• Excellent written and spoken communication skills
• o Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; able to respond well to questions in an unstructured format; able to present to small or large audiences.
• o Written Communication - writes clearly and informatively; presents technical and non‑technical data effectively; able to read and interpret written information.
• Ability to deliver formal presentations at different levels within an organization to both decision influencers (Technical SMEs) and Decision makers (CxOs)
• Able to speak with authority, building credibility among internal and external stakeholders
• Must have critical thinking skills; be able to independently analyze a problem, develop a solution approach, and secure consensus among relevant stakeholders.
• Able to juggle multiple priorities while meeting commitments.
• Able to effectively listen to others, identifying business needs and desired outcomes
• Proactive self‑starter who can manage time and efforts independently
• Willing to travel at least 50% primarily across Europe