Alliance Manager

HCL Technologies Limited; Bengaluru; On-site; INR 180,000 - 260,000; Full time

Job summary

HCL Technologies Limited is seeking a Sales & Alliance Program Specialist to drive asset-led growth across DFS accounts, coordinating with account managers and OEM partners to map accounts, enable sales, and pursue structured opportunities.

You will translate partner offerings into account-specific conversations, maintain trackers, and support weekly progress reporting with offshore and onsite teams to ensure momentum and measurable outcomes.

Qualifications

• 6+ years of experience in partner sales, OEM alliances, sales operations, or IT hardware/software sales support.
• Experience with enterprise IT hardware and software sales motions.
• Exposure to infrastructure technology areas such as end-user devices, data center, network, cloud, security, or managed services.
• Experience working with sales teams, account managers, OEM partners, distributors, or alliance teams.
• Ability to support account mapping, opportunity tracking, partner coordination, and sales follow-through.
• Strong written and verbal communication skills.
• Ability to create clear PowerPoint slides and Excel trackers for management updates.
• Good stakeholder management and follow-up discipline.
• Ability to work independently with offshore and onsite teams.

Responsibilities

• Support asset-led growth motions across selected DFS accounts.
• Work with account managers to gather account context, customer priorities, installed base information, renewal timelines, refresh opportunities, and partner presence.
• Coordinate with OEM / alliance partners for account mapping, sales plays, partner campaigns, incentive programs, and joint pursuit inputs.
• Support opportunities related to hardware and software resale, renewals, refresh cycles, attach motions, and managed services-led asset growth.
• Prepare account briefs, partner summaries, meeting notes, action trackers, pursuit updates, and leadership review inputs.
• Help translate OEM / partner offerings into account-specific conversation starters for sales teams.
• Maintain a structured tracker of target accounts, asset opportunities, partner actions, opportunity status, owners, next steps, and blockers.
• Coordinate with solution teams to validate offering relevance, technical fit, and services attach potential.
• Follow up with internal and partner stakeholders to keep actions moving.
• Support weekly / bi-weekly reporting on progress, open actions, pursuits, and outcomes.

Skills

Enterprise IT sales

Stakeholder management

Sales coordination

Communication skills

Presentation & tracking

Tools

PowerPoint

Excel

Job description

Role Summary

• We are looking for a Sales & Alliance Program Specialist to support the IT Infrastructure Asset Growth initiative. The role will focus on driving growth across hardware and software assets through OEM / partner-led motions, account mapping, sales enablement, and structured follow-through with account teams.
• In this context, assets include enterprise hardware and software products that can be sold, resold, attached to managed services, renewed, refreshed, or positioned as part of broader infrastructure services solutions. This may include OEM and partner technologies across workplace, devices, data center, network, security, cloud, automation, observability, and managed services.
• The role will work with account managers, sales teams, OEM / alliance partners, internal solution teams, and delivery stakeholders to identify asset-led growth opportunities and convert them into trackable sales actions.

Key Responsibilities

• Support asset-led growth motions across selected DFS accounts.
• Work with account managers to gather account context, customer priorities, installed base information, renewal timelines, refresh opportunities, and partner presence.
• Coordinate with OEM / alliance partners for account mapping, sales plays, partner campaigns, incentive programs, and joint pursuit inputs.
• Support opportunities related to hardware and software resale, renewals, refresh cycles, attach motions, and managed services-led asset growth.
• Prepare account briefs, partner summaries, meeting notes, action trackers, pursuit updates, and leadership review inputs.
• Help translate OEM / partner offerings into account-specific conversation starters for sales teams.
• Maintain a structured tracker of target accounts, asset opportunities, partner actions, opportunity status, owners, next steps, and blockers.
• Coordinate with solution teams to validate offering relevance, technical fit, and services attach potential.
• Follow up with internal and partner stakeholders to keep actions moving.
• Support weekly / bi-weekly reporting on progress, open actions, pursuits, and outcomes.

Required Experience

6+ years of experience in one or more of the following areas:

• Partner sales
• OEM alliances
• Sales operations
• IT hardware / software sales support

Required Skills

• Good understanding of enterprise IT hardware and software sales motions.
• Exposure to infrastructure technology areas such as end-user devices, workplace services, data center, network, cybersecurity, cloud, automation, observability, or managed services.
• Experience working with sales teams, account managers, OEM partners, distributors, or alliance teams.
• Ability to support account mapping, opportunity tracking, partner coordination, and sales follow-through.
• Strong written and verbal communication skills.
• Ability to create clear PowerPoint slides, Excel trackers, account summaries, and management updates.
• Good stakeholder management and follow-up discipline.
• Ability to work independently with offshore and onsite teams.

Preferred Experience

• Experience with OEM / technology partners such as Dell, HPE, Cisco, Palo Alto Networks, Fortinet, HP, Lenovo, Microsoft, AWS, Google Cloud, ServiceNow, CrowdStrike, Zscaler, VMware, Nutanix, Dynatrace, Datadog, or similar enterprise technology providers.
• Experience supporting hardware / software resale, partner-led sales motions, renewals, refresh programs, install-base analysis, cross-sell / upsell campaigns, or managed services attach motions.
• Prior experience in an IT services company, systems integrator, OEM, distributor, reseller, or technology partner ecosystem.

Ideal Candidate Profile

• The ideal candidate should be commercially aware, structured, proactive, and comfortable working across sales, alliance, partner, solution, and delivery teams. The candidate should be able to understand customer account context, identify where OEM / partner assets may create growth opportunities, and help convert those opportunities into structured sales actions.
• The focus should be on sales orientation, partner coordination, communication, execution discipline, and ability to manage multiple account and partner action