Ecosystem Channel Lead

Job description

We are seeking a tech savvy OpenAI GTM leader to scale our business with the world’s leading frontier AI model labs. This is a senior business development role responsible for building and scaling GTM motions. The successful candidate MUST have deep understanding of IT Services industry, with a demonstrated success record of driving ecosystem execution by aligning partner motions with approved AI solution architectures and delivery patterns. Works with engineering and solution teams to enable partners on reference architectures, accelerators, and platform capabilities that support scalable, repeatable AI solutions. Key Responsibilities Build a scalable commercial model for Sell-With motions. Focus on strategic OpenAI partnership into measurable pipeline, bookings, revenue, and market share. Track revenue KPIs and partner performance; recommend adjustments to plays, enablement, and portfolio focus. Drive OpenAI partner execution by aligning ecosystem motions to approved AI architectures and delivery patterns. Build business cases and plans to improve campaign ROI, certifications, and certified solution expansion. Partner with AI solution leaders to ensure partner-delivered solutions remain scalable and governable. Identify priority industries, accounts, geographies, and commercial plays where OpenAI partnership can create differentiated growth. Carry responsibility for the AI GTM sales plan, including pipeline creation, bookings, revenue growth, forecasting, and sales execution. Personally engage in strategic pursuits and executive-level negotiations to accelerate high-value opportunities. Work closely with account teams, industry sales leaders, leadership, and business units to identify and convert AI opportunities. Drive strategic OpenAI conversations around business outcomes rather than technology implementation alone. Create a high-performance sales culture focused on pipeline generation, executive engagement, deal velocity, commercial discipline, and revenue growth. Ensure partner experience, tooling, and processes support repeatable co-sell and delivery outcomes. Skill Requirements The ideal candidate will be an accomplished Data and AI Solution sales /Business Development leader with experience operating at significant scale within a GSI, technology services company, or comparable enterprise technology organization. Required Experience • 10-15+ years of experience within a GSI / technology services organization. • Deep understanding of enterprise business processes across engineering, IT , enterprise back office processes • Strong knowledge of Data, AI & Generative AI applications to Enterprise workflows • Client advisory experience for AI led transformation pursuits. • Proven track record of carrying and delivering against substantial sales, bookings, revenue, and growth targets. • Experience building and managing strategic partnerships with technology companies, Hyperscalers, SaaS platforms, or emerging technology providers. • Demonstrated ability to create Sell-With partner motions and convert strategic alliances into material revenue. • Proven success selling large, complex transformation programs to Global 2000 enterprises. • Strong executive presence, CXO business advisory with the ability to engage senior leaders at both enterprise customers and strategic technology partners. • 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: • OpenAI products & technologies like • Competitive landscape • Enterprise Business Processes • Emerging AI-native business and commercial models Direct commercial experience working with frontier model labs or major AI ecosystem companies is highly desirable. Maximum Salary (US): 350000 Minimum Salary (US): 300000 Apply now 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. 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