AVP - Offshore Cluster leader for Global System Integrators - Accenture, Cap Gemini, DXC and Global SI lead

1 month ago

Bangalore, India HCLSoftware Full time

Designation: Associate Vice President

Role: A VP - Offshore Cluster leader for Global System Integrators - Accenture, Cap Gemini, DXC and Global SI lead (reporting to Global Vice President-Global Partner Ecosystems)

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 a $2Bn ISV and 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.

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.

This is a unique role where the GSI leader will manage the offshore business development for the assigned 3 global SIs(Accenture, Cap Gemini, DXC) and also lead Global GTM and solution plans and revenue responsibility for TechM, Hexaware and Persistent Systems

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

Qualifications:

  • Strong business and technology expertise in partner management domain
  • Experience working on multi-platform integration involving large Cross Sell/Upsell Sales motion
  • Experience in working and managing Large GSI's & Consulting Companies and transforming them into key partnerships from a Software, SaaS and Cloud Providers
  • Ability to manage Large book of business and build scalable growth through joint Account engagements and multi-Solution penetration approach at Platform and Practice levels
  • Experience partnering with a large internal cross functional Teams
  • Ability to build Scalable practices and strong COE engagements influencing global business

Travel: - Across India and International

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