{"id":3705259,"url":"https://alion.io/job/hcltech-presales-team-lead-10","title":"Presales - Team Lead","company":{"id":225,"name":"HCLTech","domain":"hcltech.com","url":"https://alion.io/company/hcltech","size_band":"5000+","is_staffing_agency":false,"employer_type":"services","is_intermediary":false,"listed_via":null,"ats_vendor":"SuccessFactors","truth_index":null},"role":"Solutions","role_family":"Solutions","seniority":"lead","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Mexico"],"countries":["MX"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"ServiceNow","optional":false}],"status":"live","first_seen_at":"2026-11-03T20:49:44Z","employer_posted_date":"2026-11-03","last_verified_at":"2026-11-12T09:56:36Z","board_verified":true,"closed_at":null,"days_open":8,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":8},"description":"Job Summary\nDBS Go-To-Market (GTM) Lead\nStrategic Growth Leadership | Digital Business Services\nAbout the Role:\nThe DBS GTM Lead is a strategic growth leader responsible for driving revenue, market expansion, and client transformation opportunities across assigned industries, strategic accounts, and geographies. The role acts as the bridge between customers, industry teams, sales organizations, solution groups, alliance partners, and delivery organizations to create differentiated business value through HCLTech's Digital Business Services portfolio.\nThe DBS GTM Lead is expected to identify, shape, and convert transformational opportunities across Application Services, Data & AI, Intelligent Operations, Enterprise Platforms, and Industry Solutions. The role requires strong executive engagement, consultative selling capabilities, industry knowledge, and the ability to position AI-led and outcome-based transformation programs that address client business priorities.\nAs a trusted advisor, the GTM Lead will build executive relationships, develop account growth strategies, influence large deal pursuits, and orchestrate cross-functional teams to accelerate pipeline, order booking, revenue growth, and customer success.\nPurpose of the Role:\nDrive profitable growth for the DBS business by:\nExpanding strategic relationships within assigned accounts and industries.\nBuilding and executing account-based and industry-led growth strategies.\nCreating qualified pipeline and winning large transformation programs.\nPositioning AI-led, digital, cloud, data, and business transformation solutions.\nStrengthening partnerships and ecosystem-led opportunities.\nDelivering measurable revenue, margin, and customer satisfaction outcomes.\nKey Responsibilities\nKey Responsibilities\nGTM & Growth Strategy\nDevelop and execute DBS growth strategies for assigned industries, regions, and strategic accounts.\nBuild annual and quarterly account growth plans aligned to customer priorities and HCLTech business objectives.\nIdentify whitespace opportunities, transformation initiatives, and new buying centers within customer organizations.\nDrive growth across existing accounts through wallet share expansion, cross-selling, and upselling opportunities.\nCollaborate with Industry Vertical Leaders, Client Partners, Account Executives, and Practice Teams to accelerate growth.\nOpportunity & Pipeline Development\nBuild and maintain a healthy qualified pipeline across Digital Business Services offerings.\nDrive opportunity qualification, solution shaping, and pursuit strategy development.\nLead strategic deal reviews and sales governance processes.\nSupport large deal pursuits and multi-service transformation opportunities.\nEnsure robust pipeline coverage to meet revenue and order booking targets.\nAI-Led Business Transformation\nPosition AI, GenAI, Agentic AI, Intelligent Automation, Data Platforms, and Analytics solutions as core transformation enablers.\nHelp clients define AI adoption roadmaps and business value realization strategies.\nTranslate emerging AI capabilities into industry-relevant business use cases.\nCollaborate with innovation teams, partner ecosystems, and solution groups to bring differentiated AI offerings to market.\nDrive adoption of AI-powered operating models, productivity improvements, and business outcome-based engagements.\nExecutive Relationship Management\nBuild trusted relationships with C-level stakeholders including CIOs, CTOs, CDOs, CISOs, Business Unit Leaders, and Digital Transformation executives.\nAct as a strategic advisor and trusted partner to clients.\nLead executive workshops, business value discussions, and transformation roadmap sessions.\nEstablish relationships beyond traditional IT buying centers to business stakeholders.\nSolution & Proposal Leadership\nCollaborate with solution architects, practice leaders, and delivery teams to develop compelling client-specific solutions.\nDrive proposal strategy, value articulation, business case development, and competitive positioning.\nEnsure all proposals demonstrate measurable business value, innovation, automation, and AI differentiation.\nSupport commercial strategy development and pricing discussions.\nIndustry & Market Intelligence\nMaintain strong understanding of industry trends, competitive landscape, emerging technologies, and customer priorities.\nBring industry insights and thought leadership into client discussions.\nWork with marketing and analyst relations teams to position HCLTech capabilities effectively.\nContribute to industry campaigns, events, customer forums, and executive engagements.\nPartnerships & Ecosystem Development\nDevelop opportunities jointly with hyperscalers, enterprise platform providers, and strategic alliance partners.\nDrive co-sell and co-innovation initiatives with ecosystem partners.\nLeverage partnerships to enhance solution differentiation and accelerate growth.\nBusiness Governance & Leadership\nMonitor pipeline, revenue, order booking, margin, and account performance metrics.\nDrive predictable forecasting and growth governance.\nPresent business performance updates to senior leadership.\nMentor junior GTM professionals and contribute to capability building initiatives.\nSuccess Measures\nPipeline Generation\nOrder Booking (OB)\nRevenue Growth\nNew Logo/Expansion Revenue\nLarge Deal Influence\nAI & Digital Transformation Opportunity Creation\nCustomer Satisfaction\nExecutive Relationship Strength\nPartner-led Revenue Contribution\nForecast Accuracy\nSkill Requirements\nSkills & Competencies\nBusiness & Commercial Skills\nStrong consultative selling and business development capabilities.\nAbility to develop executive-level value propositions.\nExperience in large transformation pursuits and deal shaping.\nFinancial acumen and understanding of business case development.\nCommercial negotiation and contract awareness.\nIndustry Knowledge\nStrong understanding of digital transformation trends across industries.\nKnowledge of enterprise technology landscapes and modernization programs.\nAwareness of evolving AI, GenAI, Agentic AI, automation, cloud, and data trends.\nLeadership Skills\nExecutive presence and stakeholder management.\nAbility to influence without authority across matrix organizations.\nStrong communication and storytelling skills.\nStrategic thinking and problem-solving capabilities.\nAbility to lead virtual and cross-functional teams globally.\nTechnical Understanding\nWorking knowledge of:\nEnterprise Platforms (SAP, Salesforce, ServiceNow, Oracle)\nData & AI Platforms\nGenerative AI & Agentic AI\nCloud & Application Modernization\nIntelligent Automation\nAnalytics & Business Intelligence\nOther Requirements\nExpectations from New Hires\nWithin the first three months, the successful candidate is expected to:\nDevelop deep understanding of DBS offerings and differentiators.\nBuild relationships with key client stakeholders and internal leadership teams.\nCreate account and industry growth plans.\nEstablish a qualified growth pipeline.\nIdentify immediate cross-sell and upsell opportunities.\nContribute to active pursuits and strategic deal opportunities.\nPosition AI-led transformation conversations within assigned accounts.","description_format":"text","description_chars":7170,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Cybersecurity","Professional Services","Science & Engineering","Systems 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