Noida, Uttar Pradesh

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 skilled 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

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📌 BU Head, Overlay Sales (Noida)
🏢 HCLTech
📍 Noida