HCLTech is seeking a go-to-market leader who has experience growing a multi-discipline digital business focused on technology efforts across an existing Insurance services portfolio in North America. This role will cut across a vast ecosystem of technologies such as digital experience, platforms, cloud, BPM, Data and AI. This role will lead an existing GTM team responsible for presales and solutions for the Insurance sector (P&C/Life/Brokerage) in addition there will be direct responsibility for a key strategic account located in San Antonio TX.
The ideal candidate should possess a demonstrated breadth of knowledge across various Digital solutions and technology stacks with the ability to provide guidance to diverse customer stakeholders and external partners. In addition, this role will be expected to demonstrate ability to elicit client requirements via discussions and craft creative solutions with minimal information. Collaboration with global solutions teams and operating within tight deadlines are also required. Experience in large deal in Digital Transformation is a key factor for success. This role is also expected to have ~25% travel within the US. Candidate must be in San Antonio TX or willing to relocate/commute.
Role and Responsibilities :
- Experience managing at least 1 additional independent GTM leader, who will manage a sub-set of the overall Insurance portfolio. Must be comfortable directing and/or growing the team (as the portfolio grows), providing support and consult on deal structures and solutions.
- Ability to own and drive digital solutions across a wide range of technologies from seed to implementation
- Experience in directing and leading a P&L (YoY), with an expectation of a ~$275M annual portfolio in your direct responsibility.
- Ability to deliver expert advice on business solutions using a breadth of technology platforms
- Interface directly with HCLTech senior line of business leaders, account sales execs and delivery teams to manage all presales activities from capability presentations through SOW negotiations
- Leverage consultative sales skills to understand clients digital value chains and bringing HCLTech's differentiators to the forefront in order to create business outcomes for those value chains.
- Influence customers and various stakeholder throughout various stages of deal cycles
- Support and drive growth for the unit; support New and Existing customers across opportunities (RFP's, Proactive bids, transformation initiatives, etc.)
- Conduct architectural and design reviews of proposed investments/solutions to determine the strategic alignment and technical soundness
- Propose engagement/commercial models commercial for opportunities
- Collaborate with delivery teams to ensure customer commitments are met and accurate forecasts are provided
Knowledge, Skills, and Experience, and other Requirements :
- Ideal candidate will be able to demonstrate a proven track record in building and managing large and complex transformation deals, as well as coaching and managing direct-reports in the same.
- Possess deep experience in enterprise client interaction in the US and ability to build relationships within the organization and with customers
- 10+ years of relevant IT/ Professional Services Industry experience and ~ 7 years in the Insurance services sector.
- Strong business acumen; drive existing and new business through conceptualizing strategies, developing key accounts, establishing strategic partnerships
- Be collaborative in nature and work with designated solution team SMEs, delivery teams and other units in HCLTech to achieve the desired outcomes
- Successful candidate will be commercially savvy with deep P&L understanding in key areas such targets, revenue and margins, forecasts, etc.
- Comfort in operating independently in an unstructured environment and in grey zones across heavily matrixed-teams
- Experience coordinating with a large global organization (onshore and offshore) across multiple time zones and constructing the right solutions for client's business objectives
- Bachelor's in Computer Science and an MBA is a plus
- Strong presentation and facilitation skills are essential