Alliance Director

Job Summary

MANDATE

Run the Anthropic partnership day-to-day. Control tower across GTM, enablement, co-sell, executive alignment.

External title - Head Alliances

Key Responsibilities

Joint business plans, QBR execution

Certification tracking

Co-sell motion

Executive escalation

Co-branded assets, MDF utilisation

CPN Strategic tier by Q4

Key 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.

Skill Requirements

• Experience with Anthropic, Claude, MCP, Agentic AI, Digital Employees, or enterprise GenAI solutions.
• Existing partner network across hyperscalers, GSIs, ISVs, consulting partners, or regional channel partners.
• Experience with AWS, Google Cloud, Microsoft, Dell, NVIDIA, AMD, Salesforce, ServiceNow, SAP, or similar enterprise ecosystems.
• Experience supporting cloud marketplace, private offers, committed spend, or partner-funded campaigns.
• Experience in consulting, systems integration, managed services, or enterprise AI transformation.
• Experience working across priority industries such as financial services, life sciences, manufacturing, telecom, retail, energy, or public sector.

Other Requirements

• 10+ years of experience in channel sales, alliance management, partner management, ecosystem development, business development, or enterprise technology sales.
• Experience managing regional partner ecosystems across cloud, AI, SaaS, consulting, systems integration, or enterprise technology.
• Proven ability to build partner-sourced and partner-influenced pipeline.
• Experience creating joint business plans, co-sell motions, partner campaigns, and enablement programs.
• Strong understanding of enterprise AI, GenAI, cloud platforms, SaaS, digital transformation, or technology services.
• Ability to work with account teams, partner sales teams, GTM, marketing, solution specialists, FDEs, and delivery teams.
• Strong commercial acumen and pipeline management discipline.
• Excellent communication, stakeholder management, negotiation, and executive relationship skills.
• Ability to operate in a matrixed, regional, and multicultural environment.