Job Description
We are hiring a bar-raiser — a hunter and thought leader who will build HCLTech's AWS business in ANZ into a market-leading partnership across the region. You will operate as an entrepreneurial individual contributor, backed by a team of technical architects, working through influence across sales, delivery, pre-sales and Centres of Excellence to convert AWS-aligned ambition into revenue, margin and marquee wins.
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If you have built partner-led businesses at leading consulting firms, global technology majors or domain-specialist and hyperscaler organisations, and you want a canvas to shape strategy, own outcomes and be recognised for it, this role is designed for you.
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CxO Advisory: Business Value Realization,Techno-functional and commercial advisory to senior client stakeholders — the how, when and where of value.
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Growth & GTM: Go-to-market strategy, revenue, margin and funding — from lead generation through opportunity hunting to close.
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Operations: Pre-sales, RFP responses, CRM discipline, cadences, governance and financial construct.
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Long-Term Planning: Breakthrough objectives, strategic initiatives and replicable models that scale.
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KEY RESPONSIBILITIES
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Advise clients on business value derived through cloud, credibly and commercially.
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Bring hands-on understanding of cloud implementation, program management, cloud architecture, accelerators, commercial propositions, innovation and investments.
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Strategy & Thought Leadership
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Build dominant strategies to win against both generalist and specialist competition.
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Balance short-term operations with a long-term strategic view.
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Read domain and cloud trends, and help HCLTech navigate structural, strategic and system changes to stay ahead of the curve.
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Represent HCLTech in industry and AWS forums and roundtables.
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Business Development & Growth
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Drive net-new business through a combination of incumbency, competencies and influence.
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Partner with Sales to grow the AWS pipeline by aligning to customer and AWS objectives, and by leading with account planning over a top-down approach.
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Apply strong command of fixed-price and outcome-based commercial models, including investment structuring.
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AWS Partnership
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Understand AWS's broad objectives and individual KPIs, and align them through joint planning and operational excellence.
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Engage the AWS relationship at every level — Country leadership, Partner leadership, Specialised units and Strategic functions — to advance shared objectives.
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Work closely with AWS, including ProServe, and constructively manage conflicts and channel challenges.
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Build and sustain solid personal relationships at Account Management and Partner Sales level.
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Engage AWS on forward-looking technology and specialised AWS programs.
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Operational Excellence
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Run partner hygiene with discipline — Partner Finder, partner matching and scoring, targeted account management with clear problem statements and solutions, securing face-time and creating forums.
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Own revenue tracking, CRM management, ACE creation and cadences; provide ball-park AWS estimates.. high-level deal structures.
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AI Fluency
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Bring a solid understanding of AI technology, tools and AI economics, and a working AI value framework.
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Treat AI as inherent and core to everything we do.
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Offer fresh perspectives on AI trends and challenges, grounded in substance.
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WHO YOU ARE
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A bar-raiser. The ambition to be the best.
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A hunter. A genuine hunting mindset oriented to net-new logos and opportunities.
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Entrepreneurial. An individual contributor who leads a team of technical architects and works through influence across sales, delivery, pre-sales and CoEs.
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A fast learner. You learn quickly from what is working and what is not, and adjust.
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EXPERIENCE WE VALUE
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A track record of building partner-led, net-new business — ideally gained at leading consulting firms, global technology majors, or domain-specialist and hyperscaler organisations.
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Prior experience working with AWS senior leadership, or having performed a similar senior partnership function.
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Demonstrated success in FSI and/or enterprise accounts across the ANZ markets.
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Fluency in cloud economics, commercial modelling and AI value creation.
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📌 Sales Director - Aws (New South Wales)
🏢 HCLTech
📍 New South Wales