Executive - Strategic Partnerships & GTM Sales

HCL Technologies Limited; New Jersey; On-site; USD 120,000 - 170,000; Full time

Job summary

HCLTech is seeking a commercially driven executive to build strategic technology partnerships and scale joint Go-To-Market initiatives. The role will align partner capabilities with HCLTech solutions, activate sales teams, generate qualified pipeline, accelerate strategic deals, and convert partnerships into measurable revenue.

The role emphasizes partnership strategy, GTM planning, and cross-functional collaboration across global teams with measurable commercial impact.

Qualifications

• Masters degree required.
• 6+ years progressive experience in partnerships, alliances, business development, channel sales, or GTM sales within IT services, consulting, technology, or SI.
• Experience executing joint GTM strategies and contributing to pipeline generation, co-selling, or partner-led revenue growth.
• Strong understanding of enterprise technology ecosystems (cloud, SaaS, data platforms, engineering tech, or enterprise applications).
• Excellent communication, presentation, negotiation, and stakeholder-management skills in a matrixed environment.

Responsibilities

• Partnership Strategy: Build and manage relationships with strategic technology and product partners, establish joint priorities, governance and executive sponsorship.
• GTM Planning: Develop joint plans covering target industries, accounts, value propositions, offerings, sales plays, campaigns, events, and thought leadership.
• Pipeline & Sales Execution: Work with sales and partner teams to identify opportunities, create account plans, support co-selling, position solutions and accelerate priority pursuits.
• Sales Enablement: Create partner playbooks, solution briefs, case studies, pitch assets, and training for sales and presales teams to go to market.
• Performance Management: Track partner-sourced and partner-influenced pipeline, bookings, revenue, conversion, and deal velocity; lead reviews and remove blockers.
• Cross-functional Collaboration: Coordinate with Sales, Presales, Marketing, Product, Engineering, Delivery, Finance, Legal, and Customer Success to ensure viable solutions.

Education

Masters degree in Business, Technology, Engineering, or related field

Job description

We are HCLTech, one of the fastest-growing large tech companies in the world and home to 219,000+ people across 54 countries, supercharging progress through industry-leading capabilities centered around Digital, Engineering and Cloud.

The driving force behind that work, our people, are diverse, creative, and passionate, raising the bar for excellence on a regular basis. We, in turn, work hard to bring out the best in them as we strive to help them find their spark and become the best version of themselves that they can be.

Role Overview

HCLTech is seeking a commercially driven executive to build strategic technology partnerships and scale joint Go-To-Market initiatives. The role will align partner capabilities with HCLTech solutions, activate sales teams, generate qualified pipeline, accelerate strategic deals, and convert partnerships into measurable revenue.

Why Join Us

Shape high-impact partnerships, build differentiated joint solutions, and work across global technology ecosystems in a collaborative, entrepreneurial role with measurable commercial impact.

Key Responsibilities

• Partnership Strategy: Build and manage relationships with strategic technology and product partners, establish joint priorities, governance, and executive sponsorship.
• GTM Planning: Develop joint plans covering target industries, accounts, value propositions, offerings, sales plays, campaigns, events, and thought leadership.
• Pipeline & Sales Execution: Work with sales and partner teams to identify opportunities, create account plans, support co-selling, position solutions, and accelerate priority pursuits.
• Sales Enablement: Create partner playbooks, solution briefs, case studies, pitch assets, and training that equip sales and presales teams to take joint offerings to market.
• Performance Management: Track partner-sourced and partner-influenced pipeline, bookings, revenue, conversion, and deal velocity; lead regular reviews and resolve execution blockers.
• Cross-functional Collaboration: Coordinate with Sales, Presales, Marketing, Product, Engineering, Delivery, Finance, Legal, and Customer Success to ensure commercially viable and executable solutions.

Required Qualifications

• Masters degree in Business, Technology, Engineering, or a related field.
• Minimum 6+ years progressive experience, or an equivalent combination of education and demonstrated success in partnerships, alliances, business development, channel sales, or GTM sales within IT services, consulting, technology, or systems integration.
• Experience executing joint GTM strategies and contributing to pipeline generation, co-selling, opportunity progression, or partner-led revenue growth.
• Strong understanding of enterprise technology ecosystems such as cloud, SaaS, data platforms, engineering technologies, or enterprise applications.
• Excellent communication, presentation, negotiation, and stakeholder-management skills, with the ability to influence in a matrixed environment.

Preferred Experience

• Experience with global technology or product partners and co-sell, sell-with, sell-through, or channel-led commercial models.
• Background in IT services, consulting, systems integration, engineering services, or digital transformation.
• Experience with enterprise pursuits, sales enablement, CRM, pipeline reporting, and multi-region GTM initiatives.

Key Skills & Success Measures

• Strategic and commercial acumen
• Partnership and ecosystem development
• GTM planning and execution
• Executive stakeholder management
• Data-driven decision-making
• Cross-functional influence and ownership
• Partner-sourced and influenced pipeline
• Partnership-related bookings and revenue
• Opportunity conversion and deal velocity
• Execution of joint GTM plans
• Sales adoption of partner offerings
• Quality of partner engagement and governance

Equality & Opportunity for All

Representing 165 nationalities across the globe, we pride ourselves on being 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.