Portfolio GTM Lead

HCL Technologies Limited

Job Summary

This role serves as the strategic technical advisor and leader for the presales function, driving solution alignment and technical excellence within the sales process. The individual guides the presales team in developing compelling solution architectures, translating client requirements into actionable technical proposals, and ensuring proposals are aligned with organizational capabilities and client needs. They play a critical role in shaping value-driven solutions and fostering technical leadership across the team.
Key Responsibilities

1. Provide architectural leadership by designing and validating complex solution proposals using cloud platforms, enterprise applications, and integration frameworks, ensuring technical feasibility and strategic alignment for client opportunities.
2. Lead technical workshops and product demonstrations utilizing platforms such as AWS, Azure, or Salesforce, articulating product value and addressing client requirements with expert knowledge and strategic insights.
3. Oversee the development of technical RFP responses and presentations by leveraging solution design tools, ensuring alignment with client business goals and organizational standards.
4. Guide the team in tailoring solution architectures with advanced proficiency in relevant technologies (e.g., microservices, data analytics platforms, API management), optimizing for scalability, security, and performance.
5. Drive cross-functional collaboration with sales, delivery, and product teams to integrate technical, commercial, and operational perspectives into presales deliverables.
6. Mentor presales staff in applying best practices in technical sales, solution positioning, and client engagement, fostering technical growth and innovation.
7. Ensure compliance with industry standards and organizational policies in all presales documents and client-facing materials.

Skills Needed:
To excel in this role, you must bring a combination of leadership, business acumen, and AI expertise.
* Proven leadership experience in managing account growth and GTM execution at a portfolio or sub-industry level.
* Strong understanding of AI s impact on the services industry and ability to translate it into client-ready solutions.
* Experience in AI-powered GTM strategy creation, industry-specific offerings, and driving AI adoption across accounts.
* Ability to mentor Account GTM Leads and build a culture of AI-first GTM execution.
* Expertise in AI tools, automation, and analytics platforms to support portfolio growth.
* Deep understanding of the SDLC and how AI can optimize delivery, efficiency, and client outcomes.
* Strong client-facing skills ability to engage C-level executives and position AI as a driver of transformation.
* Proven ability in developing outcome-based pricing models at a portfolio level.
* Exceptional communication, influencing, and stakeholder management skills.

Expectations for New Hires:
* Complete AI certification and become conversant with HCLTech AI Force within the first few weeks.
* Build familiarity with the sub-industry/portfolio, existing accounts, and AI-powered solutions being offered.
* Lead the adoption of AI-first GTM strategy across all Account GTM Leads in your portfolio.
* Develop and present an AI-driven growth plan for your portfolio within the first 45 days.


Educational Qualifications:
* MBA (mandatory) or master s in business, Sales, Technology, or related field.

Experience:
* 10 12 years of experience in account management, sales, or GTM strategy, with at least 3 5 years in a leadership role managing multiple accounts or a sub-industry.
* Proven success in creating and executing GTM strategies at scale.
* Demonstrated expertise in AI technologies, platforms, and tools, and their integration into services and solutions.
* Experience in developing industry-specific offerings and driving large deal pursuits.


Track record of building client relationships at the C-suite level and driving revenue growth through innovative, AI-powered solutions.