Ecosystem Channel Lead
United States
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Job Description
Ecosystem Channel Lead
Jersey City, New Jersey

Job Summary

We are seeking a high-impact Global head of AI Go-to-Market (GTM) to lead and scale our global business with the world’s leading frontier AI model labs.

This is a senior sales and business leadership role responsible for building and executing a global GTM strategy across two complementary motions: Sell-To frontier model labs and Sell-With frontier model labs into enterprise clients across industries and geographies. This will be a team leadership role.

The successful candidate MUST have significant experience working within a Global GSI / technology services organization, with a demonstrated track record of building large businesses, managing strategic technology partnerships, developing executive relationships, and leading high-performing sales teams across multiple industries and markets.

Key Responsibilities

Global AI GTM Leadership

• Build a scalable commercial model spanning both Sell-To and Sell-With motions.

• Translate strategic AI partnerships into measurable pipeline, bookings, revenue, and market share.

• Identify priority industries, accounts, geographies, and commercial plays where frontier AI partnerships can create differentiated growth.

• Carry global responsibility for the AI GTM sales plan, including pipeline creation, bookings, revenue growth, forecasting, and sales execution.

• Build and manage a qualified global pipeline across industries and geographies.

• Drive large, complex, multi-stakeholder pursuits involving enterprise clients, frontier model labs, and internal business units.

• Establish rigorous sales operating mechanisms covering pipeline reviews, account prioritization, deal progression, forecasting, executive sponsorship, and closure.

• Personally engage in strategic pursuits and executive-level negotiations to accelerate high-value opportunities.

Global Enterprise GTM

• Drive AI-led sales motions across multiple industries, including Financial Services, Manufacturing, Technology, Telecom, Retail & Consumer, Healthcare & Life Sciences, Energy & Utilities, and other strategic sectors.

• Work closely with global account teams, industry sales leaders, regional leadership, and business units to identify and convert AI opportunities.

• Build C-suite relationships with CIOs, CTOs, CDOs, Chief AI Officers, CEOs, and business leaders.

• Shape strategic AI transformation conversations around business outcomes rather than technology implementation alone.

Team Leadership

• Build, lead, and develop a team of AI GTM executives responsible for industries, geographies, and priority accounts.

• Create a high-performance sales culture focused on pipeline generation, executive engagement, deal velocity, commercial discipline, and revenue growth.

• Coach the team on complex enterprise selling, partner-led selling, negotiation, and executive relationship management.

• Attract and retain senior sales talent capable of operating at the intersection of enterprise transformation, Global GSIs, and frontier AI companies.

Internal Leadership & Orchestration

• Operate across a complex global organization to mobilize industry, account, engineering, consulting, delivery, product, marketing, and alliance capabilities behind strategic opportunities.

• Work closely with technical and solution teams without owning presales or solution architecture; the primary mandate is commercial leadership, customer acquisition, partner-led growth, and revenue.

• Act as the senior commercial voice for frontier AI partnerships within the organization.

• Provide executive leadership with clear visibility into market opportunities, pipeline, partner performance, competitive dynamics, risks, and investment priorities.

Skill Requirements

10-15+ years of experience within a Global GSI / global technology services organization.

• Proven track record of carrying and delivering against substantial sales, bookings, revenue, and growth targets.

• Demonstrated success leading sales across multiple industries, regions, and enterprise accounts.

• Strong experience building and managing strategic partnerships with global technology companies, hyperscalers, SaaS platforms, or emerging technology providers.

• Demonstrated ability to create Sell-To and Sell-With partner motions and convert strategic alliances into material revenue.

• Experience managing and developing geographically distributed sales and GTM teams.

• Proven success selling large, complex transformation programs to Global 2000 enterprises.

• Strong C-suite relationships and executive presence, with the ability to engage senior leaders at both enterprise customers and strategic technology partners.

• Experience navigating matrixed global organizations and mobilizing multiple internal stakeholders around large commercial opportunities.

• Strong commercial acumen across deal structuring, negotiation, pipeline management, forecasting, and sales governance.

Other Requirements

Candidates should have strong commercial understanding of the rapidly evolving enterprise AI ecosystem, including:

• Frontier AI / foundation models

• Generative AI and agentic AI

• Enterprise AI adoption and transformation

• Cloud and data platforms

• AI ecosystem partnerships

• Emerging AI-native business and commercial models
Maximum Salary (US):  220000
Minimum Salary (US):  180000
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Information at a Glance

Why HCLTech?

At HCLTech, you'll supercharge your potential. You'll find your career. And you'll find your spark. All at a place that knows that helping its customers stay on top starts by putting its people first.

HCLTech is a global technology company, home to more than 223,000 people across 60 countries, delivering industry-leading capabilities centered around digital, engineering, cloud and AI, powered by a broad portfolio of technology services and products. We work with clients across all major verticals, providing industry solutions for Financial Services, Manufacturing, Life Sciences and Healthcare, Technology and Services, Telecom and Media, Retail and CPG, and Public Services. Consolidated revenues as of 12 months ending June 2026 totaled $14.8 billion. 

 

Compensation and Benefits

A candidate’s pay within the range will depend on their skills, experience, education, and other factors permitted by law. This role may also be eligible for performance-based bonuses subject to company policies. In addition, this role is eligible for the following benefits subject to company policies: medical, dental, vision, pharmacy, life, accidental death & dismemberment, and disability insurance; employee assistance program; 401(k) retirement plan; 10 days of paid time off per year (some positions are eligible for need-based leave with no designated number of leave days per year); and 10 paid holidays per year.