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Sr. Director & Partner Leader- East Coast

United States (On-site)

Sr. Director & Partner Leader- East Coast

1 Month ago • 10 Years + • Business Development

About the job

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Job Description

HCL Software is seeking a dynamic and experienced Sr. Director & Partner Leader - East Coast to manage relationships with Global System Integrators (GSIs). This role involves building business development strategies, executing solution plays, and collaborating with global teams to achieve growth targets. The ideal candidate will have a strong understanding of GSI business models, practices, and organization structure, coupled with proven success in achieving sales objectives and driving accurate forecasting. Key responsibilities include building multi-year joint plans with GSIs, enabling world-class delivery capabilities, and driving alliance operational rigor. This role also entails developing strategic initiatives to build joint IP and strengthen the HCL Software community within GSIs.

Must have:

10+ years of partner management and sales experience
Strong understanding of GSI business models, practices, and organization structure
Proven ability to achieve sales objectives and drive accurate forecasting
Experience in developing and executing global strategic joint business plans
Excellent communication, negotiation, and problem-solving skills
Strong collaboration skills with field sales, professional services, and partner leaders

Good to have:

Master's degree
Experience in targeted industry markets
Experience in developing and executing joint solution development plans
Experience in building and maintaining activity and performance reports and dashboards

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Company Description:

HCL Software, develops, markets, sells, and supports software for AI and Automation, Data, Analytics and Insights, Digital Transformation, and Enterprise Security. HCL Software is the cloud-native solution factory for enterprise software and powers millions of apps at more than 20,000 organizations, including more than half of the Fortune 1000 and Global 2000 companies. HCL Software's mission is to drive ultimate customer success through relentless product innovation.

Job Description:

We are looking for a dynamic leader that thrives in a fast-paced working environment and can play an integral role in managing HCL Software relationships with Global System Integrators. Candidate location requested: New York

The Candidate will be responsible for building business development Strategy and Solution play execution with Global System Integrators, he would be working very closely with our Global team of GSI Leaders, Enterprise Architect, Regional Leadership teams to execute the strategy. The GSI Leader shall also be engaging with our GSI Partner Success teams for all practice build, Solution offerings and COE initiatives.

He would be responsible for Mid Office engagements influencing RFI, RFP based Sales motion with the global partnerships working together with our functional Teams.

The Position will report to Global Vice President Global Partner Ecosystem at HCL Software.

Primary Focus & Accountability:

Build strong, strategic multi-year joint plans with our largest Global System Integrators focused on, MSP, Influence and Co-Sell & Co-Delivery to accelerate our joint Clients’ Digital Transformation journey based on our digital solutions, Scale Data & AI practices on our Cloud data platforms & Zeenea, Build and Scale Enterprise Security & Intelligent Automation Practices on HCLSoftware Solutions.
Enable & establish World Class Delivery Capability, Capacity & Competency Frameworks working within various practices and Key Business Units within assigned Global System Integrators.
Drive Alliance operational rigor, consistency, and business review governance with HCL Software and senior partner stakeholders.
Achieving the referral, resale, and managed-services business objectives for the GSI segment through proper goal setting by Creating Structured KPI’s, pipeline management and achieving GSI Practice Services growth
Creating Strategic initiatives to build Joint IP’s and create Strong HCL Software Community within these GSI’s by executing all core elements of HCL Software Partner program elements viz. Training, Certifications and Professional Services capabilities etc.

Our Ideal Candidate Will Have:

Bachelor’s Degree, Master’s always a plus!
10+ years of a mix of Global partner management and partner sales experience.
Sound understanding of business model, practices, and organization structure across these key consulting organizations
Sound knowledge of modern partner business models working in cross functional and global environments
Proven ability to achieve sales objectives and drive accurate forecasting of partner business.
Develop and execute a global strategic joint business plan that drives all aspects of the partner relationship including executive interlocks, business development, enablement, certification plans, partner marketing, and solution development
A high-energy candidate with a growth mindset with diverse skill sets such as relationship building, strategy development, negotiation, problem solving and communications and who are looking to operate at the executive levels
Develop and execute joint solution development plans with emphasis on targeted industry markets
Lead regular business performance / relationship reviews with senior management
Strong collaboration skills both with field sales and professional services leadership as well as partner corporate and strategy leaders.
Build and maintain activity and performance reports and dashboards

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