Ecosystem Channel Lead

HCLTech; New York (NY); On-site; USD 300,000 - 600,000; Full time

Job summary

HCL Technologies Limited is seeking a senior Ecosystem Channel Leader for the NVIDIA Ecosystem Business Unit in North America. The role drives sales leadership, GTM strategy, and executive engagement to grow bookings and pipeline across NVIDIA-based offerings.

You will lead a high-performing GTM team, align cross-functional groups, and partner with NVIDIA regional teams to shape differentiated solutions and industry-focused value propositions.

Qualifications

• Senior technology services/AI ecosystem leadership required.
• Proven ability to grow revenue and manage multi-region GTM programs.
• Deep understanding of NVIDIA ecosystem, AI platforms, and partner networks.

Responsibilities

• Own the North America revenue plan for NVIDIA EBU with bookings and pipeline.
• Define and execute GTM plays across priority industries and accounts.
• Set territory priorities, quotas, and account coverage for the team.
• Lead executive engagements with CXOs and shape joint value propositions.
• Build and scale the NA GTM team, coaching and retention.
• Drive NVIDIA certifications and enablement across the org.
• Orchestrate cross-functional teams to deliver end-to-end NVIDIA solutions.
• Maintain alliance governance with NVIDIA; track pipeline, wins, and program tiers.
• Develop field-ready offerings on NVIDIA platforms and articulate ROI.

Skills

Sales leadership

GTM strategy

Executive stakeholder mgmt

AI/accelerated computing

Thought leadership

GSI experience

Alliance management

Industry domain knowledge

Education

MBA or equivalent

Job description

Career Opportunities: Ecosystem Channel Lead (181756)

Requisition ID181756-Posted11/05/2026

Job Title: Ecosystem Channel Leader, North America & Latin America— NVIDIA Ecosystem Business Unit

Location:United States (preferably based in the Bay Area with travel as required to NVIDIA HQ, client sites, and industry events)

Experience:20+ years in technology services / partner ecosystems

Reports to:Global Head, NVIDIA Ecosystem Business Unit (part of Advanced AI Ecosystem Unit, under the CTO office)

Team:Leads the US GTM team for the NVIDIA EBU

Role Summary

HCLTech is seeking a senior go-to-market leader to build and run the NVIDIA Ecosystem Business Unit's business in North America. The role carries five accountabilities: driving sales leadership and revenue growth; building and managing a high-performing GTM team; ensuring solution coverage across HCLTech's NVIDIA-based offerings; leading CXO-level customer engagement; and managing the NVIDIA alliance in the region as a strategic lever for all of the above. This is a senior techno‑sales leadership role — equal parts commercial, strategic, and technical — combining industry domain knowledge with a deep understanding of AI, accelerated computing, and emerging Physical AI domains (robotics, autonomous machines, digital twins).

The leader must be AI‑ready and a recognized thought leader — able to shape how clients, NVIDIA, and HCLTech's own vertical and line‑of‑business leadership think about AI adoption, and to convert that influence into pipeline and bookings. Success is measured in influenced Sales Booking, qualified pipeline, and client outcomes; the alliance is the means to that end, not the end in itself

Key Responsibilities

• Own the North America Sales Revenue plan for the NVIDIA EBU — bookings, pipeline coverage, and win rates across sell-with, sell-through, and sell-to motions
• Define and execute GTM plays across priority industries and accounts; partner with HCLTech vertical, geo, and account leadership to embed NVIDIA-based solutions into major pursuits
• Set territory priorities, quotas, and account coverage for the team, and run a disciplined cadence of pipeline reviews, deal inspection, and forecast accuracy
• Act as executive sponsor on strategic pursuits — open doors at the top, shape the deal, and bring HCLTech and NVIDIA leadership into the room at the right moments
• Lead, coach, and scale the North America GTM team for the NVIDIA EBU as the team grows — hire, develop, and retain sales/GTM and partner talent
• Build internal capability — drive NVIDIA certifications (e.g., Deep Learning Institute), enablement, and knowledge sharing of wins and best practices across the team and the wider sales organization
• Orchestrate cross-functional teams (sales ops, marketing, solutions, delivery) beyond direct reports; drive outcomes through influence in a matrixed organization
• Ensure end-to-end solution coverage of HCLTech's NVIDIA-based portfolio in the region — AI Factory, Physical AI, Industry AI, and Sovereign AI — so that every priority account has a credible, demo‑led proposition
• Work with solution and engineering teams to shape differentiated HCLTech offerings on NVIDIA platforms, and position future‑oriented, demo‑led proposals with clear value propositions and ROI framing
• Maintain a sound working understanding of the NVIDIA technology stack — accelerated computing, AI infrastructure (DGX/HGX, networking), AI Enterprise software, NIMs/microservices, Omniverse, and vertical platforms — and translate NVIDIA's roadmap into HCLTech solution and investment priorities

• Lead senior‑level client engagement — evangelize HCLTech–NVIDIA AI capabilities with client CXOs, connecting industry trends and business problems to accelerated‑computing solutions
• Act as a public thought leader for HCLTech's AI agenda — whitepapers, keynotes, GTC and industry forums, co‑hosted executive workshops — amplified with HCLTech marketing
• Build creative partnerships with niche AI firms and ISVs where they strengthen HCLTech's differentiation in client pursuits

• Own the executive‑level relationship with NVIDIA in North America across business, product, and GTM organizations; serve as HCLTech's primary regional interface
• Develop joint value propositions and account plans with NVIDIA's US regional teams; drive co‑sell, co‑marketing, and partner‑program progression
• Run the alliance governance cadence — QBRs, leadership reviews, joint planning — and own the regional alliance scorecard: pipeline, revenue, certifications, joint wins, and program tier compliance

• Align NVIDIA, HCLTech vertical leaders, and line‑of‑business owners behind a single regional NVIDIA agenda; resolve priority and investment conflicts at the executive level
• Act as the trusted voice on AI opportunity for HCLTech's geo and vertical leadership — translating NVIDIA's direction into what it means for their accounts and growth plans

• Regional bookings and revenue against plan; qualified pipeline coverage and conversion for NVIDIA-based solutions
• Solution coverage — share of priority accounts with an active, demo‑led NVIDIA proposition
• Team performance and capability — quota attainment, retention, and certification progress
• Alliance health — NVIDIA partner‑program standing, joint wins, and executive engagement cadence

Skill Requirements

• Proven sales leadership — track record of owning and delivering a revenue plan for technology services or AI solutions, including building pipeline and closing partner‑influenced deals
• Proven people leadership — experience building, coaching, and managing high‑performing GTM and sales teams in a matrixed environment
• Senior stakeholder management — able to work credibly at executive level with NVIDIA, HCLTech vertical and geo leaders, and client line‑of‑business owners, and to drive alignment without direct authority
• AI‑ready — fluent in accelerated computing, AI infrastructure, enterprise AI software, and emerging agentic and Physical AI; able to hold a technical conversation and translate it into business value
• Thought leadership — demonstrated public presence (speaking, publishing, industry forums) and the ability to shape how clients and partners think about AI adoption
• Prior experience in a GSI (Global Systems Integrator) environment — understanding of GSI sales motions, delivery models, and partner economics is essential
• Domain knowledge — strong understanding of 1–2 industry sectors (e.g., manufacturing, automotive, financial services, healthcare) and their AI use‑cases
• Alliance and partner experience — deep awareness of the AI market landscape and NVIDIA's partner ecosystem; prior experience in NVIDIA's partner network or at a leading GSI/consulting firm strongly preferred
• Exceptional communication and executive presence — builds trusted relationships externally with client and NVIDIA executives and internally across sales, delivery, and marketing

Other Requirements

• Existing relationships within NVIDIA's partner or industry organizations
• Experience launching AI/GenAI solutions or industry platforms with hyperscalers or silicon partners
• MBA or equivalent business leadership experience