Job Summary

We’re looking for a dynamic and results-driven Regional Channel Lead – Microsoft to accelerate HCLTech’ s strategic partnership with Microsoft. This high-impact role places you at the center of our Microsoft Ecosystem GTM strategy—aligning HCLTech’ s sales motions with Microsoft’s field teams to drive joint pipeline creation, co-sell execution, and revenue growth.

You’ll be responsible for identifying customer pain points, anticipating market trends, and converting insights into scalable, co-sell ready solutions. Success in this role requires strong sales acumen, strategic thinking, and the ability to influence cross-functional teams across presales, delivery, marketing, and alliances.

If you're passionate about digital transformation, cloud innovation, and unlocking new growth opportunities through strategic partnerships, this is your chance to shape the future of HCLTech’ s Microsoft Ecosystem

Key Responsibilities

Sales Pipeline & Wins, Growth for your Area

1. Ownership of Pipeline, Revenue & Microsoft Relationship

• Ownership: Own the Microsoft ecosystem strategy, pipeline, and revenue growth for your assigned area or micro market. Act as the single point of accountability for driving joint business outcomes with Microsoft across the region.
• Pipeline Acceleration: Align HCLTech’s offerings with Microsoft’s cloud roadmap (Azure, M365, Dynamics) to ensure relevance in joint pursuits. Use roadmap insights to shape pipeline strategy and prioritize high-impact opportunities.
• Revenue Growth: Drive measurable revenue growth by identifying, qualifying, and converting opportunities into wins. Track performance against targets and proactively course-correct to meet or exceed goals.
• Relationship Management: Build and nurture strong relationships with Microsoft field teams, Partner Development Managers (PDMs), and Segment Leads. Ensure consistent engagement, alignment on priorities, and joint execution of strategic initiatives.
• Funding & Incentive Activation: Maximize the impact of Microsoft’s funding programs (e.g., ECIF, AMMP, FastTrack) by unlocking co-sell motions and supporting strategic initiatives that directly contribute to pipeline and revenue growth.
• Win-Wire Amplification: Proactively publish and promote joint wins with Microsoft as win-wires across Microsoft’s internal channels. Use these success stories to build mindshare, reinforce HCLTech’s value proposition, and drive further engagement from Microsoft’s sales teams.

2. Go-To-Market Execution

• Customer-Centric Solutions: Drive industry-relevant conversations that address evolving customer needs and align with Microsoft’s priority scenarios. Collaborate with Microsoft on co-sell opportunities and participate in regional marketing events.
• Launch Excellence: Partner with product and service owners to execute high-impact launches. Ensure account sales teams are equipped with HCLTech’s Microsoft-aligned offerings, value propositions, and differentiators to drive adoption and conversion.

3. Sales Enablement & Messaging

• Deal Support & Pursuit Leadership: Actively support strategic pursuits through proposal development, customer and Microsoft sales engagement. Represent HCLTech at joint marketing events, executive briefings, and customer workshops.

• Differentiated Messaging: Maintain compelling, up-to-date messaging that clearly articulates HCLTech’s unique value across the Microsoft Cloud. Ensure stakeholders understand how HCLTech drives transformation and measurable business outcomes.
• Marketing-Led Growth: Collaborate on joint campaigns with Microsoft to generate leads, nurture pipeline, and amplify customer success stories. Elevate brand visibility through thought leadership, case studies, and partner awards.

Skill Requirements

Must Have Skills 

Sales Leadership with Microsoft Cloud & AI Expertise

We are seeking a seasoned sales professional with 16+ years of experience in techno-commercial roles within Global Systems Integrators (SIs), with a sharp focus on the Microsoft Cloud ecosystem—Azure, Dynamics 365, and Microsoft 365.

While deep technical skills are not mandatory, the ideal candidate must possess the ability to:

• Engage confidently in solution-driven conversations,
• Translate customer pain points into business outcomes,
• Collaborate effectively with technical and delivery teams.

This role demands full ownership of the sales lifecycle—from pipeline development and opportunity shaping to deal closure and financial reporting. Candidates should demonstrate a track record of driving market-impacting sales across Microsoft Cloud and AI solutions.

Good to Have Skills 

Key Solution Areas & Sales Impact

• AI & Machine Learning: Copilot & Agentic AI Integration, Azure AI Foundry Expertise, Copilot & Azure AI in Business Workflows, Intelligent Edge Deployments
  
  
• Data & Analytics: Azure Data Estate Modernization, End-to-End Azure Data & Analytics
  
  
• Application Innovation: Modern Application Architectures, Legacy to Cloud Transformation
  
  
• Infrastructure (Azure IaaS & PaaS): Cloud-Native Modernization, Azure IaaS & PaaS Excellence, Hybrid Cloud with AVS, Enterprise Networking & Compute
  
  
• Hybrid & Multicloud: Azure Stack HCI & Azure Arc, Azure Local Zones & Edge Zones
  
  

Security, Governance & Compliance : AI, Data & Cloud Security, Zero Trust Security Framework, Cloud-Native GRC, Confidential & Trusted Workloads

Other Requirements

Other Requirements

• 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
• 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.