HCLTech
GTM Lead – Microsoft AI Business Solutions
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About HCLTech & the Microsoft Practice
HCLTech is a global technology company with revenues exceeding $13 billion, serving 300+ Fortune 500 clients across 60+ countries. Our Microsoft AI Business Solutions Practice is one of the largest and most strategically important in HCLTech's portfolio, delivering end-to-end Dynamics 365 transformation programs for both Customer Engagement, and Finance & Operations, with additional capabilities for all aspects of the Power Platform.
In the UK and Ireland market, we are accelerating our Microsoft growth with a specific focus on AI-led transformation, following Microsoft’s “Frontier Firm” philosophy. We are investing in senior GTM talent to lead the charge in the mid-market (defined as customers with $1B - $5B in revenue) and own the commercial and thought-leadership agenda with enterprise clients.
The Opportunity
This is a senior, high-impact role designed for an experienced Microsoft sales and consulting leader who can own the GTM agenda for Microsoft in the UK and Ireland. The GTM Lead will be the primary face of HCLTech's Microsoft capability in the mid-market — driving pipeline, shaping deals, owning executive relationships, and working hand-in-hand with delivery and presales to design winning propositions.
The role demands someone who is equally comfortable in a board room discussing digital transformation strategy as they are structuring a multi-year, complex program migrating from dozens of legacy systems and databases to a cohesive D365 solution. A deep personal network in the Microsoft ecosystem — including Microsoft field teams, partner ecosystem, and enterprise client CxOs — will be critical to success.
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Key Responsibilities
Market Ownership & Pipeline Development
- Own and drive all Microsoft-related GTM activity across the mid-market throughout the UK and Ireland, acting as the primary commercial point of contact for Microsoft in the region for this target set.
- Build, manage and accelerate a qualified pipeline of Dynamics 365 CE opportunities in the “Accelerate” program (migrating from Salesforce) and Dynamics 365 F&O opportunities for transform ERP.
- Develop and execute an account-based GTM strategy targeting mid-market accounts across key verticals including Financial Services, Retail, Manufacturing, Life Sciences, and Public Sector.
- Maintain an active and trusted presence in the Microsoft ecosystem, including strong co-sell relationships with Microsoft’s UKI mid-market field and partner teams.
Executive Client Engagement
- Lead and own CxO-level conversations with client stakeholders including CIO, CFO, COO and CPO, positioning HCLTech as the strategic Microsoft AI business solutions transformation partner of choice.
- Develop deep understanding of client business priorities, translating these into compelling Microsoft transformation propositions aligned to measurable business outcomes.
- Navigate complex, multi-stakeholder pursuit cycles with confidence, managing RFP responses, commercial negotiations, and executive sponsor relationships.
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Collaboration with Presales & Delivery
- Work closely with presales architects and solution leads to develop differentiated, technically credible proposals and client presentations.
- Collaborate with delivery leadership to ensure that proposed solutions are deliverable, margin-accretive, and reflect HCLTech's true delivery capability.
- Act as the commercial bridge between client expectations and internal delivery teams, ensuring alignment on scope, timelines, and commercial structures from bid through to mobilization.
Microsoft AI Business Solutions Strategy, Roadmap & AI Alignment
- Maintain deep, current knowledge of Microsoft’s product strategy and roadmap including Dynamics 365 and Power Platform.
- Be fully conversant with Microsoft’s “Frontier Firm” AI strategy including first party Copilots, Copilot Studio, and Agent 365.
- Articulate HCLTech's AI-augmented Microsoft delivery proposition compellingly to clients, linking Microsoft’s AI capabilities to tangible client outcomes.
- Stay current with Microsoft’s key strategic programs including Product Roadmap announcements, industry priorities, sales plays and funding programs
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