BU Head, Overlay Sales

Job Summary

Technical Skills and Competencies Required:

• Assist sales teams to identify and qualify Mainframe service opportunities, building and maintaining a sales pipeline.
• Provide guidance on optimal engagement strategies, Mainframe industry norms, and ideal client profiles to pursue for a Mainframe services proposal.
• Leverage professional contacts and organizational alliances/relationships to facilitate identification of new sales leads to pursue.
• Travel as needed within the US region to meet with internal sales teams and prospective clients as part of the lead identification and qualification process.
• Establish and grow Mainframe business and technical relationships and managing the day-to-day interactions with these stakeholders and responsible for driving Mainframe top line revenue growth and conversion.
• Act as the technical anchor for client facing activities, leading technical discussions throughout the overall sales / engagement cycle.
• Ability to demonstrate and think strategically about Mainframe business, product, and technical challenges, and the ability to build and convey compelling value propositions for HCLTech.
• Able to lead and actively contribute to the creation of engagement artifacts such as Technical Solution Decks/Diagrams, Statement of Work, and SLAs.
• Managing partnerships and alliances with key Mainframe OEMs (i.e., BMC, IBM & Broadcom) and leveraging these partnerships to grow the pipelines and win the deals.
• Coordinate the efforts of the technical solution team during engagement, facilitating the development of a solution strategy and an approved Mainframe services proposal.
• Has an overall knowledge/understanding of Mainframe & storage hardware systems with relevant SME expertise & strong understanding of enterprise Mainframe architecture including the costing, pricing and licensing metrics of IBM, BMC, Broadcom and other ISVs.
• Hands-on experience (at least 10+ years) in Mainframe system programming, datacenter, Mainframe architectures including design experience in one or more Mainframe infrastructure projects from functional requirements, technical solution design, test strategy and deployment plans.
• Strong technical knowledge of Mainframe subsystem technologies (Ex: z/OS, CICS, DB2, IMS, Mainframe security, middleware, job schedulers and other third-party ISV products)
• Has broad experience within the IT services business; understands the overall engagement cycle, and concepts such as Service Level Agreements, RFS / RFI / RFP; has experience working with key IT advisors, such as ISG One, Everest Group, and Gartner.

Key Responsibilities

• Excellent written and spoken communication skills
  • Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; able to respond well to questions in an unstructured format; able to present to small or large audiences.
  • Written Communication - writes clearly and informatively; presents technical and non-technical data effectively; able to read and interpret written information.
• Ability to deliver formal presentations at different levels within an organization to both decision influencers (Technical SMEs) and Decision makers (CxOs)
• Able to speak with authority, building credibility among internal and external stakeholders
• Must have critical thinking skills; be able to independently analyze a problem, develop a solution approach, and secure consensus among relevant stakeholders.
• Able to juggle multiple priorities while meeting commitments.
• Able to effectively listen to others, identifying business needs and desired outcomes
• Proactive self-starter who can manage time and efforts independently
• Willing to travel at least 50% primarily across US

Skill Requirements

Other Requirements