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Portfolio GTM Lead

Job description: About the Role: The Portfolio GTM Lead is a senior leader responsible for driving growth across a defined portfolio of accounts or sub-industry. In this role, you manage multiple Account GTM Leads and shape the go-to-market (GTM) strategy for your portfolio to ensure consistent growth, high client satisfaction, and strong adoption of AI-driven services. You will align portfolio objectives with industry trends, leverage AI to transform client engagements, and build scalable GTM frameworks. As a thought leader in your sub-industry, you position HCLTech as a partner of choice by integrating AI-driven value propositions and outcome-based offerings. What is Expected of the Role: As the Portfolio GTM Lead, you will: <ul> <li>Own the portfolio growth strategy: Define and execute the GTM strategy for your sub-industry or portfolio of accounts, ensuring alignment with business goals and market opportunities.</li> <li>Lead and mentor your team: Manage and guide Account GTM Leads, helping them deliver AI-driven solutions and achieve account-level growth.</li> <li>Develop AI-powered offerings: Create industry-specific, AI-enabled offerings and positioning that differentiate HCLTech in the marketplace.</li> <li>Collaborate to expand business: Partner with sales leadership and client partners to deepen relationships and win new opportunities across the portfolio.</li> <li>Drive outcome-based pricing: Design and implement outcome-based pricing models for large deals, aligning value with client outcomes.</li> <li>Champion AI adoption: Promote the use of AI tools and platforms (including HCLTech AI Force) and best practices across all accounts in the portfolio.</li> <li>Monitor and report performance: Track portfolio performance, pipeline, and revenue growth, providing regular insights and updates to senior leadership.</li> <li>Represent HCLTech externally: Act as a thought leader at client forums, industry events, and within partner networks, showcasing HCLTech’s AI-driven capabilities.</li> </ul> Skills Needed: To excel in this role, you must bring a combination of leadership, business acumen, and AI expertise. <ul> <li>Proven leadership experience in managing account growth and GTM execution at a portfolio or sub-industry level.</li> <li>Strong understanding of AI’s impact on the services industry and ability to translate it into client-ready solutions.</li> <li>Experience in AI-powered GTM strategy creation, industry-specific offerings, and driving AI adoption across accounts.</li> <li>Ability to mentor Account GTM Leads and build a culture of AI-first GTM execution.</li> <li>Expertise in AI tools, automation, and analytics platforms to support portfolio growth.</li> <li>Deep understanding of the SDLC and how AI can optimize delivery, efficiency, and client outcomes.</li> <li>Strong client-facing skills – ability to engage C-level executives and position AI as a driver of transformation.</li> <li>Proven ability in developing outcome-based pricing models at a portfolio level.</li> <li>Exceptional communication, influencing, and stakeholder management skills.</li> </ul> Expectations for New Hires: <ul> <li>Complete AI certification and become conversant with HCLTech AI Force within the first few weeks.</li> <li>Build familiarity with the sub-industry/portfolio, existing accounts, and AI-powered solutions being offered.</li> <li>Lead the adoption of AI-first GTM strategy across all Account GTM Leads in your portfolio.</li> <li>Develop and present an AI-driven growth plan for your portfolio within the first 45 days.</li> </ul> Educational Qualifications: <ul> <li>MBA (mandatory) or master’s in business, Sales, Technology, or related field.</li> </ul> Experience: <ul> <li>10–12 years of experience in account management, sales, or GTM strategy, with at least 3–5 years in a leadership role managing multiple accounts or a sub-industry.</li> <li>Proven success in creating and executing GTM strategies at scale.</li> <li>Demonstrated expertise in AI technologies, platforms, and tools, and their integration into services and solutions.</li> <li>Experience in developing industry-specific offerings and driving large deal pursuits.</li> </ul> Track record of building client relationships at the C-suite level and driving revenue growth through innovative, AI-powered solutions. Profile description: The Portfolio GTM Lead is a senior leader responsible for driving growth across a defined portfolio of accounts or sub-industry. In this role, you manage multiple Account GTM Leads and shape the go-to-market (GTM) strategy for your portfolio to ensure consistent growth, high client satisfaction, and strong adoption of AI-driven services. You will align portfolio objectives with industry trends, leverage AI to transform client engagements, and build scalable GTM frameworks. As a thought leader in your sub-industry, you position HCLTech as a partner of choice by integrating AI-driven value propositions and outcome-based offerings. We offer: HCLTech is 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. Should any applicant have concerns about discrimination in the hiring process, they should provide a detailed report of those concerns to secure@hcltech.com for investigation.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 How You’ll GrowAt 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. shantanu.purohit@hcltech.com

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