| Noida, Uttar PradeshBengaluru, Karnataka
Job Summary
We are seeking a highly driven and skilled Specialist Sales, GTM Scale – AI, Data & Applications to accelerate our strategic partnership with Microsoft. In this role, you will be at the forefront of aligning HCLTech’ s specialist sales motions with Microsoft’s field sales teams, driving joint go-to-market (GTM) initiatives and unlocking new growth opportunities. Your ability to understand customer pain points, anticipate market shifts, and translate them into scalable, co-sell ready solutions will be critical. You’ll work cross-functionally with HCLTech’ s delivery, marketing, and alliance teams to ensure our joint value proposition with Microsoft is compelling, relevant, and impactful. This is a high-impact role for someone passionate about digital transformation, cloud innovation, and strategic partnerships. If you thrive in a fast-paced, collaborative environment and are excited about shaping the future of the HCLTech’ s Microsoft Ecosystem, we’d love to hear from you. Your Role & Responsibilities Sales Pipeline & Wins Growth 1. Strategic Alignment with Microsoft Pipeline Acceleration: Align HCLTech’ s offerings with Microsoft’s AI, Data, Apps roadmap to ensure relevance and resonance in joint pursuits. Use roadmap insights to shape pipeline strategy and prioritize high-impact opportunities. Service Visibility & Incentivization: Ensure HCLTech services are validated and visible in Microsoft’s sales catalog and marketplaces. Drive pipeline growth by equipping HCLTech field teams and ecosystem business development team with Microsoft-backed incentives to drive sales of HCLTech services built on Microsoft solutions. Accelerate pipeline growth by enabling Microsoft field teams with a clear understanding of HCLTech services built on Microsoft solutions, highlighting how these offerings directly contribute to increased Azure consumption." Revenue-Linked Programs: Track and leverage Microsoft’s funding, and incentive programs to unlock co-sell opportunities and fund strategic initiatives that directly contribute to pipeline and wins. 2. Go To Market Customer-Centric Solutions: Ensure offerings are designed to meet evolving customer needs and industry trends, increasing win probability. Strengthen credibility and visibility by collaborating with Microsoft for early access to previews, co-innovation opportunities, and recognition through partner awards. Launch Excellence: Partner with product and service owners to ensure timely, high-impact launches that generate market momentum. Equip Sales teams with the tools, training, and certifications needed to convert interest into closed deals efficiently. 3. Sales Enablement & Messaging Deal Support: Actively support sales cycles—both proactive and reactive—through solutioning, proposal creation, and customer engagements. Participate in key marketing and customer events to influence decision-makers. Differentiated Messaging: Maintain compelling, up-to-date messaging and capability packs that clearly articulate HCLTech’ s unique value across the Microsoft Cloud. Ensure stakeholders understand how HCLTech drives transformation and business outcomes. Marketing-Driven G
Key Responsibilities
Sales Pipeline & Wins Growth
1. Strategic Alignment with Microsoft
Pipeline Acceleration: Align HCLTech’ s offerings with Microsoft’s AI, Data, Apps roadmap to ensure relevance and resonance in joint pursuits. Use roadmap insights to shape pipeline strategy and prioritize high-impact opportunities.
Service Visibility & Incentivization: Ensure HCLTech services are validated and visible in Microsoft’s sales catalog and marketplaces.
Drive pipeline growth by equipping HCLTech field teams and ecosystem business development team with Microsoft-backed incentives to drive sales of HCLTech services built on Microsoft solutions.
Accelerate pipeline growth by enabling Microsoft field teams with a clear understanding of HCLTech services built on Microsoft solutions, highlighting how these offerings directly contribute to increased Azure consumption."
Revenue-Linked Programs: Track and leverage Microsoft’s funding, and incentive programs to unlock co-sell opportunities and fund strategic initiatives that directly contribute to pipeline and wins.
2. Go To Market
Customer-Centric Solutions: Ensure offerings are designed to meet evolving customer needs and industry trends, increasing win probability. Strengthen credibility and visibility by collaborating with Microsoft for early access to previews, co-innovation opportunities, and recognition through partner awards.
Launch Excellence: Partner with product and service owners to ensure timely, high-impact launches that generate market momentum. Equip Sales teams with the tools, training, and certifications needed to convert interest into closed deals efficiently.
3. Sales Enablement & Messaging
Deal Support: Actively support sales cycles—both proactive and reactive—through solutioning, proposal creation, and customer engagements. Participate in key marketing and customer events to influence decision-makers.
Differentiated Messaging: Maintain compelling, up-to-date messaging and capability packs that clearly articulate HCLTech’ s unique value across the Microsoft Cloud. Ensure stakeholders understand how HCLTech drives transformation and business outcomes.
Marketing-Driven Growth: Collaborate on targeted marketing campaigns that generate leads, nurture prospects, and convert pipeline into wins. Amplify success stories and customer impact to fuel further growth.
Skill Requirements
Minimum Requirements While deep technical skills are not required for this role, candidates should have a minimum of 10+ years’ experience in a techno commercial role with Global SI, focused on the Microsoft Copilot, Azure AI, Data & Application Solutions Experience of Sales & Pre-sales including ownership of the entire lifecycle and financial reporting is a key aspect of the role and candidate should be able to demonstrate pipeline development and successful deal closure. The candidate should have experience in similar roles, ideally within a company of similar scale and scope to HCLTech. Candidates must be able to demonstrate experience of creating market impacting solutions across some of the following Microsoft Copilot, Azure AI, Data & Application Solutions Copilot & Agentic AI Integration: Driving innovation through Copilot and agent-based AI across the Microsoft Ecosystem, including M365, D365, and Azure. Azure AI Foundry Expertise: Leveraging Azure AI Studio and Foundry to build, fine-tune, and operationalize custom AI models at scale. Copilot & Azure AI in Business Workflows: Seamless integration of Copilot and Azure AI services into Microsoft 365 and Dynamics 365 to enhance productivity and decision-making. Azure Data Estate Modernization: Transforming legacy data platforms with modern Azure Data services—covering ingestion, storage, governance, and real-time analytics. End-to-End Azure Data & Analytics: Delivering intelligent insights through robust data pipelines, lakehouses, and AI-driven analytics on Azure. Cloud-Native Modernization: Enabling scalable, resilient applications using Azure IaaS, PaaS, and serverless technologies. Modern Application Architectures: Designing and deploying microservices, event-driven, and data-centric applications on Azure Kubernetes Service (AKS) and Azure Functions. Legacy to Cloud Transformation: Strategizing enterprise application migration and modernization with Azure-native surround and refactor approaches. AI, Data & Cloud Security: Implementing comprehensive Azure security solutions with a focus on Governance, Risk, and Compliance (GRC) across AI, data, and edge environments. Necessary Skills Celebrates team first and individual successes and creates a safe environment for constructive feedback. Ability to work flexibly with quickly changing priorities while consistently delivering to tight deadlines. High levels of influencing skills including professional, effective, and persuasive oral and written communications to all audience levels, technical and non-technical, including executives. Ability to be collaborative and collegial and possess the confidence to make tough decisions. Anticipates problems and sees how a problem and its solution will affect other projects, people, or processes Should not only be able to identify and document dependencies, conflicts, roadblocks, and issues but solve them focusing on agreed deadlines. Must be able to set own priorities, follow-through, and work towards agreed targets with minimum supervision. Technology is rapidly changing and evolving, and successful candidates must take responsibility for the continual development of their own
Other Requirements
Strong executive presence including written communication, executive reporting, and presentation skills with a high degree of comfort to large and small technical audiences.
Inclusive and collaborative – driving teamwork and cross-team alignment and building relationships and networks across the various ecosystems to leverage ideas and best practice.
Methodical approach to detail is important. Should be able to identify sources of data and analyze information from multiple sources including technological trends, buyer behaviors and financial performance to create actionable and positive recommendations.
Values diversity, different perspectives, and experiences, recognizing that a variety of viewpoints enhances innovation and problem-solving capabilities. Embraces inclusive practices that foster a sense of belonging and mutual respect, enabling team members to contribute their best work.
If you are a highly talented and self-motivated individual with a passion for driving digital transformation, we encourage you to apply for this exciting opportunity
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