Mainframe Business Development Lead

Job Description Technical Skills and Competencies Required: Assist vertical sales teams to identify and qualify Mainframe Infrastructure opportunities, building and maintaining a sales pipeline.Drive optimal engagement strategies, Mainframe industry norms, and ideal client profiles to pursue for a Mainframe as a Service and Mainframe Managed services proposalsLeverage professional 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 Infrastructure 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.Provide thought leadership & actively contribute to the strategic growth of the HCLTech pre-sales organization, identifying new areas of pursuit, optimizing processes, and the creation of new tools and/or service offerings. General Skills and Competencies Required: Excellent written and spoken communication skillsOral 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 stakeholdersMust 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 outcomesProactive self-starter who can manage time and efforts independentlyWilling to travel at least 50% primarily across US How You’ll Grow At HCLTech, we offer continuous opportunities for you to find your spark and grow with us. We want you to be happy and satisfied with your role and to really learn what type of work sparks your brilliance the best. Throughout your time with us, we offer transparent communication with senior level employees, learning and career development programs at every level, and opportunities to experiment in different roles or even pivot industries. We believe that you should be in control of your career with unlimited opportunities to find the role that fits you best.