Go to Market (GTM) Leader

About the Role

The 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.

The 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.

As 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.

Job Title: DBS Go-To-Market (GTM) Lead

Location: NJ/ Chicago/ Dallas

Purpose of the Role

Drive profitable growth for the DBS business by:

• Expanding strategic relationships within assigned accounts and industries.
• Building and executing account-based and industry-led growth strategies.
• Creating qualified pipeline and winning large transformation programs.
• Positioning AI-led, digital, cloud, data, and business transformation solutions.
• Strengthening partnerships and ecosystem-led opportunities.
• Delivering measurable revenue, margin, and customer satisfaction outcomes.

Key Responsibilities

• Develop and execute account-specific GTM strategies.
• Identify, qualify, and drive new business opportunities within existing accounts.
• Build strong relationships with senior client stakeholders.
• Position AI, automation, and digital transformation solutions to address client challenges.
• Create account plans focused on growth, upsell, and cross-sell opportunities.
• Collaborate with sales, delivery, product, and technical teams to align solutions with client needs.
• Monitor account performance and provide strategic recommendations to drive growth.

Preferred Industry Experience

Telecom, Media, Technology, Platforms, High Tech, Cloud, Digital Engineering, or IT Services.

Success in This Role

• You'll be expected to quickly build client relationships, develop growth plans, identify AI-led transformation opportunities, and drive revenue expansion within your portfolio.

Qualifications & Experience

Education

• Bachelor's degree in Engineering, Technology, Business Administration, or related field.
• MBA or equivalent business qualification preferred.

Experience

• 12+ years of experience in technology sales, consulting, business development, account management, or digital transformation.
• Proven track record of achieving revenue and order booking targets.
• Experience selling digital transformation, cloud, AI, data, applications, engineering, or business services solutions.
• Demonstrated success working with CxO stakeholders and large enterprises.
• Experience in large deal pursuits, solution selling, and strategic account growth.
• Understanding of AI, GenAI, automation, and digital transformation trends.
• Experience working within global delivery and matrixed organizations.

Skills & Competencies

Business & Commercial Skills

• Strong consultative selling and business development capabilities.
• Ability to develop executive-level value propositions.
• Experience in large transformation pursuits and deal shaping.
• Financial acumen and understanding of business case development.
• Commercial negotiation and contract awareness.

Industry Knowledge

• Strong understanding of digital transformation trends across industries.
• Knowledge of enterprise technology landscapes and modernization programs.
• Awareness of evolving AI, GenAI, Agentic AI, automation, cloud, and data trends.

Leadership Skills

• Executive presence and stakeholder management.
• Ability to influence without authority across matrix organizations.
• Strong communication and storytelling skills.
• Strategic thinking and problem-solving capabilities.
• Ability to lead virtual and cross-functional teams globally.

Technical Understanding

Working knowledge of:

• Enterprise Platforms (SAP, Salesforce, ServiceNow, Oracle)
• Data & AI Platforms
• Generative AI & Agentic AI
• Cloud & Application Modernization
• Intelligent Automation
• Analytics & Business Intelligence

How You’ll Grow

At HCLTech, we offer continuous opportunities for you to find your spark and grow with us. We want you to be happy and satisfied with your role and to really learn what type of work sparks your brilliance the best. Throughout your time with us, we offer transparent communication with senior-level employees, learning and career development programs at every level, and opportunities to experiment in different roles or even pivot industries. We believe that you should be in control of your career with unlimited opportunities to find the role that fits you best.

Equality & Opportunity for All

Representing 165 nationalities across the globe, we pride ourselves on being an equal opportunity employer, committed to providing equal employment opportunities to all applicants and employees regardless of race, religion, sex, color, age, national origin, pregnancy, sexual orientation, physical disability or genetic information, military or veteran status, or any other protected classification, in accordance with federal, state, and/or local law.

Pay Range

Exact compensation may vary based on skills, experience, education, and/or to comply with federal or state law.