Job Summary
DBS Go-To-Market (GTM) Lead
Strategic Growth Leadership | Digital Business Services
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.
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
Key Responsibilities
GTM & Growth Strategy
- Develop and execute DBS growth strategies for assigned industries, regions, and strategic accounts.
- Build annual and quarterly account growth plans aligned to customer priorities and HCLTech business objectives.
- Identify whitespace opportunities, transformation initiatives, and new buying centers within customer organizations.
- Drive growth across existing accounts through wallet share expansion, cross-selling, and upselling opportunities.
- Collaborate with Industry Vertical Leaders, Client Partners, Account Executives, and Practice Teams to accelerate growth.
Opportunity & Pipeline Development
- Build and maintain a healthy qualified pipeline across Digital Business Services offerings.
- Drive opportunity qualification, solution shaping, and pursuit strategy development.
- Lead strategic deal reviews and sales governance processes.
- Support large deal pursuits and multi-service transformation opportunities.
- Ensure robust pipeline coverage to meet revenue and order booking targets.
AI-Led Business Transformation
- Position AI, GenAI, Agentic AI, Intelligent Automation, Data Platforms, and Analytics solutions as core transformation enablers.
- Help clients define AI adoption roadmaps and business value realization strategies.
- Translate emerging AI capabilities into industry-relevant business use cases.
- Collaborate with innovation teams, partner ecosystems, and solution groups to bring differentiated AI offerings to market.
- Drive adoption of AI-powered operating models, productivity improvements, and business outcome-based engagements.
Executive Relationship Management
- Build trusted relationships with C-level stakeholders including CIOs, CTOs, CDOs, CISOs, Business Unit Leaders, and Digital Transformation executives.
- Act as a strategic advisor and trusted partner to clients.
- Lead executive workshops, business value discussions, and transformation roadmap sessions.
- Establish relationships beyond traditional IT buying centers to business stakeholders.
Solution & Proposal Leadership
- Collaborate with solution architects, practice leaders, and delivery teams to develop compelling client-specific solutions.
- Drive proposal strategy, value articulation, business case development, and competitive positioning.
- Ensure all proposals demonstrate measurable business value, innovation, automation, and AI differentiation.
- Support commercial strategy development and pricing discussions.
Industry & Market Intelligence
- Maintain strong understanding of industry trends, competitive landscape, emerging technologies, and customer priorities.
- Bring industry insights and thought leadership into client discussions.
- Work with marketing and analyst relations teams to position HCLTech capabilities effectively.
- Contribute to industry campaigns, events, customer forums, and executive engagements.
Partnerships & Ecosystem Development
- Develop opportunities jointly with hyperscalers, enterprise platform providers, and strategic alliance partners.
- Drive co-sell and co-innovation initiatives with ecosystem partners.
- Leverage partnerships to enhance solution differentiation and accelerate growth.
Business Governance & Leadership
- Monitor pipeline, revenue, order booking, margin, and account performance metrics.
- Drive predictable forecasting and growth governance.
- Present business performance updates to senior leadership.
- Mentor junior GTM professionals and contribute to capability building initiatives.
Success Measures
- Pipeline Generation
- Order Booking (OB)
- Revenue Growth
- New Logo/Expansion Revenue
- Large Deal Influence
- AI & Digital Transformation Opportunity Creation
- Customer Satisfaction
- Executive Relationship Strength
- Partner-led Revenue Contribution
- Forecast Accuracy
Skill Requirements
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
Other Requirements
Expectations from New Hires
Within the first three months, the successful candidate is expected to:
- Develop deep understanding of DBS offerings and differentiators.
- Build relationships with key client stakeholders and internal leadership teams.
- Create account and industry growth plans.
- Establish a qualified growth pipeline.
- Identify immediate cross-sell and upsell opportunities.
- Contribute to active pursuits and strategic deal opportunities.
- Position AI-led transformation conversations within assigned accounts.