Global Alliance Manager - Digital Industries Software

HCLTech; Dallas (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

HCLTech is seeking a highly motivated Alliance Manager to lead and expand our partnership with a leading Digital Industries Software client across the Americas and APAC. You will act as the primary liaison and drive joint value propositions.

You will coordinate with sales, pre-sales, and delivery teams to achieve aggressive KPP targets for sell-with, sell-through, and pipeline generation, while nurturing executive sponsorship.

Qualifications

• Experience: At least 5 years of proven experience in strategic alliances, partnership development, or channel sales within the IT services or system integration space.
• Commercial Focus: Strong track record of managing alliances with specific KPPs tied to sell-with and sell-through revenue and pipeline generation.
• Global Execution: Experience managing complex, multi-region territories (Americas, APAC, etc.) and aligning decentralized sales teams.
• Location: Must be based in the United States. Michigan or Texas preferred.
• Skills: Exceptional communication, negotiation, and presentation skills, with the ability to influence C-level executives and matrixed enterprise organizations.

Responsibilities

• Drive Key Performance Parameters (KPPs): Own and deliver against aggressive targets for sell-with and sell-through revenue, as well as robust joint pipeline generation across all in-scope global regions.
• Strategic Go-to-Market (GTM): Design and execute collaborative GTM strategies that drive sales motions between HCL Tech and client. Align sales, pre-sales, and industry verticals with client regional teams to close mutual target accounts.
• Relationship Management: Leverage your existing relationship with the client organization to build executive sponsorship and align stakeholders.
• Territory & Pipeline Governance: Establish tracking for global alliance performance and conduct Quarterly Business Reviews (QBRs) to monitor pipeline health.
• Solution Alignment: Collaborate with delivery and engineering to position joint solutions and CoEs around client products.

Skills

Strategic Alliances

Channel Sales

Multi-Region Execution

Executive Negotiations

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: Global Alliance Manager for - A Global Leader in Industrial Software & Digital Transformation client.

Job Responsibility:

HCL Tech is seeking a highly motivated and strategic Alliance Manager to lead and expand our partnership with a leading Digital Industries Software client.

In this role, you will act as the primary liaison between HCL Tech and client across the Americas, APAC, and other global regions (excluding Europe).

You will leverage HCL Tech’s engineering and digital transformation capabilities alongside Client’s leading portfolio to create compelling joint value propositions for enterprise clients. Your primary focus will be on driving commercial success, measured strictly by Key Performance Parameters (KPPs) tied to joint pipeline generation and realized revenue.

Key Responsibilities

• Drive Key Performance Parameters (KPPs): Own and deliver against aggressive targets for "sell-with" and "sell-through" revenue, as well as robust joint pipeline generation across all in-scope global regions.
• Strategic Go-to-Market (GTM): Design and execute collaborative GTM strategies that drive sales motions between HCL Tech and client. Align HCL Tech sales, pre-sales, and industry verticals with Client's regional teams to identify and close mutual target accounts.
• Relationship Management: Leverage your existing relationship with the client organization to navigate their ecosystem efficiently. Build and nurture executive-level connections across both organizations to ensure alignment, commitment, and strong sponsorship.
• Territory & Pipeline Governance: Establish rigorous tracking for global (ex-Europe) alliance performance. Conduct regular Quarterly Business Reviews (QBRs) to monitor pipeline health, resolve operational blockers, and optimize revenue realization.
• Solution Alignment: Collaborate with HCL Tech’s delivery and engineering practices to position joint solutions and Centers of Excellence (CoEs) centered around client products, ensuring internal teams are enabled to co-sell effectively.

Qualifications & Requirements

• Experience: At least 5 years of proven experience in strategic alliances, partnership development, or channel sales within the IT services or system integration space.
• Commercial Focus: Strong track record of managing alliances with specific KPPs tied to sell-with and sell-through revenue and pipeline generation.
• Global Execution: Experience managing complex, multi-region territories (Americas, APAC, etc.) and aligning decentralized sales teams.
• Location: Must be based in the United States. Current residence in Michigan or Texas is highly preferred.
• Skills: Exceptional communication, negotiation, and presentation skills, with the ability to influence C-level executives and matrixed enterprise organizations.

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.