Alliance Director

HCL Technologies Limited; California, Northern (MO, KY); Hybrid; USD 140,000 - 200,000; Full time

Job summary

HCLTech seeks an experienced alliances leader to run the Anthropic partnership day-to-day, driving channel strategy and execution across regional teams and partners. You will build joint business plans, enablement, and pipeline targets to accelerate co-sell opportunities for Claude, Agentic AI, Digital Employees, and related offerings.

In this role, you will coordinate with account teams, partner sales, and GTM to enable regional execution, manage partner ecosystems, and report on performance

Qualifications

• 10+ years of experience in channel sales, alliance management, or enterprise technology sales.
• Experience managing regional partner ecosystems across cloud, AI, SaaS, consulting, or systems integration.
• Proven ability to build partner-sourced and partner-influenced pipeline.
• Experience creating joint business plans, co-sell motions, and enablement programs.
• Strong understanding of enterprise AI, GenAI, cloud platforms, SaaS, digital transformation, or technology services.

Responsibilities

• Own regional channel strategy and execution for the Anthropic ecosystem.
• Build and manage relationships with Anthropic regional teams, cloud partners, technology partners, GSIs, and channel partners.
• Drive partner-sourced and partner-influenced pipeline for Claude, Agentic AI, Digital Employees, and HCLTech Anthropic BU offerings.
• Coordinate co-sell motions between Anthropic, HCLTech account teams, partner sales teams, and regional GTM teams.
• Develop joint business plans with priority partners, including account mapping, campaign planning, enablement, and pipeline targets.
• Support cloud marketplace, private offer, and committed-spend motions where applicable.
• Enable regional sales and partner teams with solution briefs, playbooks, demos, use-case narratives, and partner training.
• Work with Solution Specialists, FDEs, and technical teams to convert partner opportunities into qualified client engagements.
• Track regional channel performance, pipeline progression, partner contribution, campaign outcomes, and win influence.
• Represent HCLTech Anthropic ecosystem in partner meetings, QBRs, regional events, customer workshops, and executive reviews.
• Identify new channel opportunities across priority industries and accounts.
• Provide regional market feedback to BU leadership, GTM, MSAB, CoE, and delivery teams.
• Maintain governance cadence, escalation paths, and executive reporting for regional partner activity.

Skills

Channel sales

Alliances

Partner management

Ecosystem development

Business development

Enterprise tech sales

Cross-functional collaboration

Tools

AWS

Google Cloud

Microsoft

Dell

NVIDIA

Salesforce

ServiceNow

SAP

Job description

Run the Anthropic partnership day-to-day. Control tower across GTM, enablement, co-sell, executive alignment.

External title - Head Alliances

Key Responsibilities

Joint business plans, QBR execution

Certification tracking

Co-sell motion

Co-branded assets, MDF utilisation

CPN Strategic tier by Q4

Key Responsibilities

• Own regional channel strategy and execution for the Anthropic ecosystem.
• Build and manage relationships with Anthropic regional teams, cloud partners, technology partners, GSIs, and channel partners.
• Drive partner-sourced and partner-influenced pipeline for Claude, Agentic AI, Digital Employees, and HCLTech Anthropic BU offerings.
• Coordinate co-sell motions between Anthropic, HCLTech account teams, partner sales teams, and regional GTM teams.
• Develop joint business plans with priority partners, including account mapping, campaign planning, enablement, and pipeline targets.
• Support cloud marketplace, private offer, and committed-spend motions where applicable.
• Enable regional sales and partner teams with solution briefs, playbooks, demos, use-case narratives, and partner training.
• Work with Solution Specialists, FDEs, and technical teams to convert partner opportunities into qualified client engagements.
• Track regional channel performance, pipeline progression, partner contribution, campaign outcomes, and win influence.
• Represent HCLTech Anthropic ecosystem in partner meetings, QBRs, regional events, customer workshops, and executive reviews.
• Identify new channel opportunities across priority industries and accounts.
• Provide regional market feedback to BU leadership, GTM, MSAB, CoE, and delivery teams.
• Maintain governance cadence, escalation paths, and executive reporting for regional partner activity.

Skill Requirements

• Experience with Anthropic, Claude, MCP, Agentic AI, Digital Employees, or enterprise GenAI solutions.
• Existing partner network across hyperscalers, GSIs, ISVs, consulting partners, or regional channel partners.
• Experience with AWS, Google Cloud, Microsoft, Dell, NVIDIA, AMD, Salesforce, ServiceNow, SAP, or similar enterprise ecosystems.
• Experience supporting cloud marketplace, private offers, committed spend, or partner-funded campaigns.
• Experience in consulting, systems integration, managed services, or enterprise AI transformation.
• Experience working across priority industries such as financial services, life sciences, manufacturing, telecom, retail, energy, or public sector.

Other Requirements

• 10+ years of experience in channel sales, alliance management, partner management, ecosystem development, business development, or enterprise technology sales.
• Experience managing regional partner ecosystems across cloud, AI, SaaS, consulting, systems integration, or enterprise technology.
• Proven ability to build partner-sourced and partner-influenced pipeline.
• Experience creating joint business plans, co-sell motions, partner campaigns, and enablement programs.
• Strong understanding of enterprise AI, GenAI, cloud platforms, SaaS, digital transformation, or technology services.
• Ability to work with account teams, partner sales teams, GTM, marketing, solution specialists, FDEs, and delivery teams.
• Strong commercial acumen and pipeline management discipline.
• Excellent communication, stakeholder management, negotiation, and executive relationship skills.
• Ability to operate in a matrixed, regional, and multicultural environment.

At HCLTech, you'll supercharge your potential. You'll find your career. And you'll find your spark. All at a place that knows that helping its customers stay on top starts by putting its people first.

HCLTech is a global technology company, home to more than 223,000 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. We work with clients across all major verticals, providing industry solutions for Financial Services, Manufacturing, Life Sciences and Healthcare, Technology and Services, Telecom and Media, Retail and CPG, and Public Services. Consolidated revenues as of 12 months ending June 2026totaled $14.8billion.

Compensation and Benefits

A candidate’s pay within the range will depend on their skills, experience, education, and other factors permitted by law. This role may also be eligible for performance-based bonuses subject to company policies. In addition, this role is eligible for the following benefits subject to company policies: medical, dental, vision, pharmacy, life, accidental death & dismemberment, and disability insurance; employee assistance program; 401(k) retirement plan; 10 days of paid time off per year (some positions are eligible for need-based leave with no designated number of leave days per year); and 10 paid holidays per year.