Alliance GTM Leader

HCLTech; Santa Clara (CA); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Medical benefits

401(k) plan

Paid time off

Paid holidays

Job summary

HCLTech is seeking a senior Alliance GTM Leader to drive global go-to-market strategies for AI partnerships, including OpenAI ecosystem collaborations. The role requires leadership over large-scale sales, partnerships, and executive engagement across multiple industries and markets.

The candidate must have deep IT services experience and a proven ability to deliver sustained growth through Sell-With motions and strategic alliances.

Qualifications

• 10–15+ years in Global GSI or global technology services organizations.
• Deep understanding of enterprise business processes across engineering and back-office functions.
• Strong knowledge of Data, AI & Generative AI applications for enterprise workflows.
• Proven track record in building and managing strategic partnerships with global tech companies, hyperscalers or SaaS.
• Demonstrated ability to create Sell-With partner motions and drive revenue growth.

Responsibilities

• Build a scalable commercial model for Sell-With motions.
• Translate strategic AI partnerships into measurable pipeline, bookings, and revenue.
• Identify priority industries, accounts, geographies, and plays for frontier AI partnerships.
• Own the AI GTM sales plan including pipeline, bookings, and forecasting.
• Engage in strategic pursuits and executive negotiations to accelerate opportunities.
• Collaborate with global account teams and regional leadership to convert AI opportunities.
• Shape AI transformation discussions around business outcomes, not just tech.
• Build and develop a high-performing AI GTM team.

Skills

AI GTM leadership

Strategic partnerships

Sales leadership

Executive advisory

Global GSI experience

Job description

HCLTech is looking for a highly talented and self-motivated Alliance GTM Leader to join it in advancing the technological world through innovation and creativity.

Job ID: 158509

Location: Santa Clara, Dallas and New Jersey - Hybrid

HCLTech is at the forefront of accelerating enterprise adoption of Generative AI through strategic partnerships with leading AI ecosystem companies. Our ambition is to help global clients harness frontier models, Generative AI, agentic AI, cloud, data, and engineering capabilities to transform industries and deliver measurable business impact.

HCLTech’s OpenAI ecosystem brings together global account teams, industry leaders, engineering, consulting, delivery, alliances, marketing, and partner organizations. The Global Head of AI GTM will provide the commercial leadership required to turn these capabilities and OpenAI partnership into sustained global growth.

Role Overview

We are seeking a tech savvy AI GTM leader to scale our business with the world’s leading frontier AI model labs.

This is a senior business development role responsible for building and executing a global GTM strategy.

The successful candidate MUST have deep understanding of IT Services industry, with a demonstrated track record of building large businesses, managing strategic technology partnerships, developing executive relationships, and leading high-performing sales teams across multiple industries and markets.

Key Responsibilities

• Build a scalable commercial model for Sell-With motions.
• Translate strategic AI partnerships into measurable pipeline, bookings, revenue, and market share.
• Identify priority industries, accounts, geographies, and commercial plays where frontier AI partnerships can create differentiated growth.
• Carry responsibility for the AI GTM sales plan, including pipeline creation, bookings, revenue growth, forecasting, and sales execution.
• Personally engage in strategic pursuits and executive-level negotiations to accelerate high-value opportunities.
• Work closely with global account teams, industry sales leaders, regional leadership, and business units to identify and convert AI opportunities.
• Shape strategic AI transformation conversations around business outcomes rather than technology implementation alone.
• Build, lead, and develop a team of AI GTM executives responsible for industries, geographies, and priority accounts.
• Create a high-performance sales culture focused on pipeline generation, executive engagement, deal velocity, commercial discipline, and revenue growth.

Candidate Profile

The ideal candidate will be an accomplished Data and AI Solution sales /Business Development leader with experience operating at significant scale within a Global GSI, global technology services company, or comparable enterprise technology organization.

Required Experience

• 10-15+ years of experience within a Global GSI / global technology services organization.
• Deep understanding of enterprise business processes across engineering, IT, enterprise back-office processes
• Strong knowledge of Data, AI & Generative AI applications to Enterprise workflows
• Client advisory experience for AI led transformation pursuits.
• Proven track record of carrying and delivering against substantial sales, bookings, revenue, and growth targets.
• Experience building and managing strategic partnerships with global technology companies, Hyperscalers, SaaS platforms, or emerging technology providers.
• Demonstrated ability to create Sell-With partner motions and convert strategic alliances into material revenue.
• Proven success selling large, complex transformation programs to Global 2000 enterprises.
• Strong executive presence, CXO business advisory with the ability to engage senior leaders at both enterprise customers and strategic technology partners.
• Strong commercial acumen across deal structuring, negotiation, pipeline management, forecasting, and sales governance.

AI & Ecosystem Experience

Candidates should have strong commercial understanding of the rapidly evolving enterprise AI ecosystem, including:

• Emerging AI-native business and commercial models

Direct commercial experience working with frontier model labs or major AI ecosystem companies is highly desirable.

The successful candidate must have deep understanding OpenAI sufficiently to engage credibly with executives and partners while remaining fundamentally a sales and business leader.

Pay and Benefits

Base Pay Range Minimum: $180,000 per year

Base Pay Range Maximum: $260,000 per year

HCLTech is an equal opportunity employer, committed to providing equal employment opportunities to all applicants and employees regardless of race, religion, sex, color, age, national origin, pregnancy, sexual orientation, physical disability or genetic information, military or veteran status, or any other protected classification, in accordance with federal, state, and/or local law. Should any applicant have concerns about discrimination in the hiring process, they should provide a detailed report of those concerns to [e-mail] for investigation.

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

How You’ll Grow

At HCLTech, we offer continuous opportunities for you to find your spark and grow with us. We want you to be happy and satisfied with your role and to really learn what type of work sparks your brilliance the best. Throughout your time with us, we offer transparent communication with senior-level employees, learning and career development programs at every level, and opportunities to experiment in different roles or even pivot industries. We believe that you should be in control of your career with unlimited opportunities to find the role that fits you best.