Hi-Tech Industry Principal

HCLTech; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

HCLTech in Silicon Valley seeks a seasoned Industry Principal/ Solution Principal to anchor presales and solutions. This senior IC defines technical and business narratives across active pursuits, from qualification to final proposal, ensuring a differentiated, win-ready approach.

You will own end-to-end RFP responses, drive AI-infused value propositions to CXO audiences, and shape commercial models with finance and delivery for margin-positive outcomes.

Qualifications

• 15+ years of experience in presales, solutions consulting, or technology advisory.
• Client-facing, deal-owning experience preferred.
• Proven track record of owning and winning large, complex, multi-tower technology deals.

Responsibilities

• Lead the solutioning effort across active proposals and pursuits, defining technical and business narratives.
• Own end-to-end RFP response process from strategy to submission.
• Incorporate AI fluency into solution narratives and CXO-level storytelling.
• Shape commercial and pricing narratives with finance and delivery for margin-positive outcomes.
• Represent the deal in CXO discussions and client workshops.

Skills

Presales

Solutions consulting

Technology advisory

Education

Engineering degree

MBA (preferred)

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.

About the Role

We are looking for a seasoned Industry Principal/ Solution Principal to anchor our presales and solutions function at Tech Major based out of Silicon Valley, USA. This is a senior, high-impact individual contributor role — the nerve centre of how we win pursuits. You will own the end-to‑end solution narrative across every active pursuit: from first qualification call to final proposal submission, commercial construct, and executive presentation.

The ideal candidate brings the rigor with deep technology and transformation presales DNA. You are equally comfortable whiteboarding a solution architecture with a CTO and crafting a compelling executive storyline for a CFO. You thrive in fast-moving deal cycles, take personal ownership of quality, and bring real fluency across App Dev, Engineering, Operations, Infrastructure — and increasingly, AI-led transformation.

What You Will Own

Lead the solutioning effort across all active proposals and pursuits. Define the technical and business solution narrative, align internal stakeholders, and ensure every proposal reflects a winning, differentiated point of view — spanning App Dev, Engineering, Operations, and Infrastructure towers.

Own the end-to‑end RFP response process — from response strategy and content architecture to final review and submission. Drive quality, consistency, and commercial alignment across all responses. Build and maintain a live proposal content library.

Bring genuine AI fluency to every deal — incorporating agentic AI patterns, AI‑infused SDLC, and human‑in‑the‑loop delivery models into solution narratives. Articulate AI-driven value propositions credibly at the CXO level and translate them into bankable commercial outcomes.

Shape the commercial and pricing narrative in proposals. Build outcome‑based models and multi-service-line pricing for complex engagements. Work with finance and delivery to develop commercially sound, margin-positive constructs.

Represent in CXO discussions, deal-centric client workshops, and solution presentations. Be the single point of accountability for solution integrity and storytelling across all active deals.

Partner with senior sales and account leadership on whitespace identification and land-and-expand plays. Shape solution strategies that open new revenue streams across strategic accounts.

Capability & Content Development

Build scalable presales assets — solution playbooks, case study packs, proposal templates, competitive battlecards, AI solution patterns — that improve win rates and reduce proposal cycle times across the team.

Conduct structured win/loss reviews. Distil insights into actionable improvements to our solution approach, messaging, and go-to-market positioning.

What You Bring

Experience & Background

• 15+ years of experience in presales, solutions consulting, or technology advisory — with a significant portion in a client-facing, deal-owning capacity.


• Engineering degree a must. MBA from a good business school preferred.


• Prior experience at a Big 4 / top-tier management consulting firm or a leading technology services company at Manager / Senior Manager level or equivalent.


• Demonstrated track record of owning and winning large, complex, multi-tower technology deals — ideally $50M+ TCV, spanning multiple service lines.


• Hands‑on deal experience across at least three of the following towers: Application Development, Software Engineering, IT Operations, Infrastructure, and AI/Automation.


• Deep exposure to the Big Tech ecosystem —Cloud, data & AI solutions, or digital transformation — is a strong advantage.

Domain & Technical Skills

• App Dev & Engineering — Full-cycle application development, Agile & squad delivery models, product-oriented engineering, CI/CD, SRE, and platform engineering.


• IT Operations & Infrastructure — IT operations transformation, managed services, cloud migration, hybrid infrastructure, and service delivery optimization.


• AI Fluency (Must-Have) — Agentic AI foundations and patterns, AI‑infused SDLC, human‑in‑the‑loop delivery, generative AI in enterprise workflows, and the ability to shape and sell AI-led transformation programs with credibility.


• Commercial acumen — outcome-based pricing, multi-service-line deal modelling, and commercial construct design for complex engagements.


• Exceptional written communication — ability to craft compelling, structured, and commercially sharp proposal narratives.


• Strong executive presence — confident presenting to C‑suite audiences; equally fluent in technical and business conversations.


• Structured, consulting‑grade thinking — frameworks-driven problem solving and communication.


• High ownership orientation — you drive deals forward proactively and take personal accountability for quality and outcomes.


• Ability to manage multiple concurrent deal cycles without compromising rigor or quality.

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.