About the role
We are hiring a bar-raiser — a hunter and thought leader who will build HCLTech’s AWS business in ANZ into a market-leading partnership across the region. You will operate as an entrepreneurial individual contributor, backed by a team of technical architects, working through influence across sales, delivery, pre-sales and Centres of Excellence to convert AWS-aligned ambition into revenue, margin and marquee wins.
If you have built partner-led businesses at leading consulting firms, global technology majors or domain-specialist and hyperscaler organisations, and you want a canvas to shape strategy, own outcomes and be recognised for it, this role is designed for you.
WHAT YOU WILL OWN (KPIS)
- CxO Advisory: Business Value Realization, Techno-functional and commercial advisory to senior client stakeholders — the how, when and where of value.
- Growth & GTM: Go-to-market strategy, revenue, margin and funding — from lead generation through opportunity hunting to close.
- Operations: Pre-sales, RFP responses, CRM discipline, cadences, governance and financial construct.
- Long-Term Planning: Breakthrough objectives, strategic initiatives and replicable models that scale.
KEY RESPONSIBILITIES
Consulting & Client Advisory
- Advise clients on business value derived through cloud, credibly and commercially.
- Bring hands-on understanding of cloud implementation, program management, cloud architecture, accelerators, commercial propositions, innovation and investments.
Strategy & Thought Leadership
- Build dominant strategies to win against both generalist and specialist competition.
- Balance short-term operations with a long-term strategic view.
- Read domain and cloud trends, and help HCLTech navigate structural, strategic and system changes to stay ahead of the curve.
- Represent HCLTech in industry and AWS forums and roundtables.
Business Development & Growth
- Drive net-new business through a combination of incumbency, competencies and influence.
- Partner with Sales to grow the AWS pipeline by aligning to customer and AWS objectives, and by leading with account planning over a top-down approach.
- Apply strong command of fixed-price and outcome-based commercial models, including investment structuring.
AWS Partnership
- Understand AWS’s broad objectives and individual KPIs, and align them through joint planning and operational excellence.
- Engage the AWS relationship at every level — Country leadership, Partner leadership, Specialised units and Strategic functions — to advance shared objectives.
- Work closely with AWS, including ProServe, and constructively manage conflicts and channel challenges.
- Build and sustain strong personal relationships at Account Management and Partner Sales level.
- Engage AWS on forward-looking technology and specialised AWS programs.
Operational Excellence
- Run partner hygiene with discipline — Partner Finder, partner matching and scoring, targeted account management with clear problem statements and solutions, securing face-time and creating forums.
- Own revenue tracking, CRM management, ACE creation and cadences; provide ball-park AWS estimates and high-level deal structures.
AI Fluency
- Bring a solid understanding of AI technology, tools and AI economics, and a working AI value framework.
- Treat AI as inherent and core to everything we do.
- Offer fresh perspectives on AI trends and challenges, grounded in substance.
WHO YOU ARE
- A bar-raiser. The ambition to be the best.
- A hunter. A genuine hunting mindset oriented to net-new logos and opportunities.
- Entrepreneurial. An individual contributor who leads a team of technical architects and works through influence across sales, delivery, pre-sales and CoEs.
- A fast learner. You learn quickly from what is working and what is not, and adjust.
EXPERIENCE WE VALUE
- A track record of building partner-led, net-new business — ideally gained at leading consulting firms, global technology majors, or domain-specialist and hyperscaler organisations.
- Prior experience working with AWS senior leadership, or having performed a similar senior partnership function.
- Demonstrated success in FSI and/or enterprise accounts across the ANZ markets.
- Fluency in cloud economics, commercial modelling and AI value creation.
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