Strategic Alliances Director, GenAI & Cloud Co-Sell

HCL Technologies Limited; United States; On-site; USD 150,000 - 230,000; Full time

Job summary

Sapsf seeks an Alliance Director to run the Anthropic partnership day-to-day, acting as the control tower across GTM, enablement, co-sell, and executive alignment.

External title - Head Alliances. You will own regional channel strategy, build strong partner relationships, drive partner-sourced pipeline, and coordinate co-sell motions with regional teams.

Qualifications

• 10+ years of experience in channel sales, alliance management, or enterprise tech sales.
• Experience managing regional partner ecosystems across cloud, AI, SaaS, consulting, or SI.
• Proven ability to build partner-sourced and partner-influenced pipeline.
• Experience creating joint business plans, co-sell motions, partner campaigns, and enablement programs.

Responsibilities

• Own regional channel strategy and execution for the Anthropic ecosystem.
• Build and manage relationships with Anthropic regional teams, cloud partners, technology partners, GSIs, and channel partners.
• Drive partner-sourced and partner-influenced pipeline for Claude, Agentic AI, Digital Employees, and HCLTech Anthropic BU offerings.
• Coordinate co-sell motions between Anthropic, HCLTech account teams, partner sales teams, and regional GTM teams.
• Develop joint business plans with priority partners, including account mapping, campaign planning, enablement, and pipeline targets.
• Support cloud marketplace, private offer, and committed-spend motions where applicable.
• Enable regional sales and partner teams with solution briefs, playbooks, demos, use-case narratives, and partner training.
• Work with Solution Specialists, FDEs, and technical teams to convert partner opportunities into qualified client engagements.
• Track regional channel performance, pipeline progression, partner contribution, campaign outcomes, and win influence.
• Represent HCLTech Anthropic ecosystem in partner meetings, QBRs, regional events, customer workshops, and executive reviews.
• Identify new channel opportunities across priority industries and accounts.
• Provide regional market feedback to BU leadership, GTM, MSAB, CoE, and delivery teams.
• Maintain governance cadence, escalation paths, and executive reporting for regional partner activity.

Skills

Anthropic/GenAI

Partnership network

AWS

Google Cloud

Microsoft Azure

Enterprise ecosystems

Consulting/SI

Industry knowledge

Job description

Sapsf seeks an Alliance Director to run the Anthropic partnership day-to-day, acting as the control tower across GTM, enablement, co-sell, and executive alignment.

External title - Head Alliances. You will own regional channel strategy, build strong partner relationships, drive partner-sourced pipeline, and coordinate co-sell motions with regional teams.