Business Development Manager

Job Description

Business Development Manager

Sydney, New South Wales

Job Summary

Role Overview HCLTech is seeking a highly strategic and proactive Native AI Sales Specialist to drive AI-led transformation across our existing Enterprise (EN) accounts in Australia and New Zealand, where we already have deep client engagement. This role is not a traditional sales overlay. It is a pipeline originator and opportunity orchestrator, responsible for unlocking the customer's most critical business challenges through a consulting-led Native AI approach. You will work in close partnership with Client Partners and account teams to proactively create demand, elevate conversations to senior business stakeholders, and embed AI into the core of enterprise workflows, operations, and decision-making. The role is grounded in a simple but critical principle: There are multiple Native AI opportunities in every strategic account - the challenge is proactively creating them. You will lead this shift. ____ Role Purpose • Originate and build Native AI pipeline within existing strategic accounts • Elevate HCLTech's position from delivery partner to trusted AI transformation advisor • Embed consulting-led AI discovery into account planning and client engagement • Drive business-outcome-led conversations, not technology-led selling • Orchestrate cross-functional teams to shape and convert high-value AI opportunities ____ Key Responsibilities 1. Proactive Pipeline Creation (Core Accountability) • Identify and originate new AI-led opportunities within existing enterprise accounts • Embed Native AI opportunity discovery into account planning cycles • Build and maintain a qualified pipeline aligned to strategic account priorities • Establish compelling business cases tied to measurable outcomes (cost, productivity, growth) ____ 2. Consulting-Led Customer Engagement • Lead business problem-first conversations, focusing on: o Operational bottlenecks o Workforce productivity o Process inefficiencies o Data and decision challenges • Use structured discovery frameworks to identify: o The customer's "most critical problem" o Impacted business units o Transformation potential • Position consulting-led engagements as the entry point to AI transformation ____ 3. Account Orchestration & Stakeholder Elevation • Work with Client Partners to: o Expand engagement beyond delivery teams o Access CXO, business, and transformation stakeholders • Identify and close relationship gaps at decision-maker level • Drive coordinated account strategies focused on AI-led transformation ____ 4. Vendor-Agnostic Solution Positioning • Operate with a vendor-agnostic mindset in sales, focusing on: o Business outcomes o Use cases o Transformation value • Collaborate with internal architecture and delivery teams to align solutions post-discovery • Ensure all opportunities are positioned as enterprise transformation plays, not point solutions Sales creates demand. Architecture defines the solution. Delivery executes. ____ 5. Opportunity Shaping & Deal Development • Lead the end-to-end opportunity creation lifecycle: o Discovery Qualification Solution framing Executive alignment • Shape complex AI engagements across: o Human productivity transformation o Engineering and platform modernisation o Agentic AI and workflow automation • Drive progression from early-stage ideas to validated, funded initiatives ____ 6. Internal Activ Role Overview HCLTech is seeking a highly strategic and proactive Native AI Sales Specialist to drive AI-led transformation across our existing Enterprise (EN) accounts in Australia and New Zealand, where we already have deep client engagement. This

Key Responsibilities

Role Overview HCLTech is seeking a highly strategic and proactive Native AI Sales Specialist to drive AI-led transformation across our existing Enterprise (EN) accounts in Australia and New Zealand, where we already have deep client engagement. This role is not a traditional sales overlay. It is a pipeline originator and opportunity orchestrator, responsible for unlocking the customer's most critical business challenges through a consulting-led Native AI approach. You will work in close partnership with Client Partners and account teams to proactively create demand, elevate conversations to senior business stakeholders, and embed AI into the core of enterprise workflows, operations, and decision-making. The role is grounded in a simple but critical principle: There are multiple Native AI opportunities in every strategic account - the challenge is proactively creating them. You will lead this shift. Role Purpose Originate and build Native AI pipeline within existing strategic accounts Elevate HCLTech's position from delivery partner to trusted AI transformation advisor Embed consulting-led AI discovery into account planning and client engagement Drive business-outcome-led conversations, not technology-led selling Orchestrate cross-functional teams to shape and convert high-value AI opportunities Key Responsibilities 1. Proactive Pipeline Creation (Core Accountability) Identify and originate new AI-led opportunities within existing enterprise accounts Embed Native AI opportunity discovery into account planning cycles Build and maintain a qualified pipeline aligned to strategic account priorities Establish compelling business cases tied to measurable outcomes (cost, productivity, growth) 2. Consulting-Led Customer Engagement Lead business problem-first conversations, focusing on: Operational bottlenecks Workforce productivity Process inefficiencies Data and decision challenges Use structured discovery frameworks to identify: The customer's "most critical problem" Impacted business units Transformation potential Position consulting-led engagements as the entry point to AI transformation 3. Account Orchestration & Stakeholder Elevation Work with Client Partners to: Expand engagement beyond delivery teams Access CXO, business, and transformation stakeholders Identify and close relationship gaps at decision-maker level Drive coordinated account strategies focused on AI-led transformation 4. Vendor-Agnostic Solution Positioning Operate with a vendor-agnostic mindset in sales, focusing on: Business outcomes Use cases Transformation value Collaborate with internal architecture and delivery teams to align solutions post-discovery Ensure all opportunities are positioned as enterprise transformation plays, not point solutions Sales creates demand. Architecture defines the solution. Delivery executes. 5. Opportunity Shaping & Deal Development Lead the end-to-end opportunity creation lifecycle: Discovery Qualification Solution framing Executive alignment Shape complex AI engagements across: Human productivity transformation Engineering and platform modernisation Agentic AI and workflow automation Drive progression from early-stage ideas to validated, funded initiatives 6. Internal Activation & "Customer Zero" Advocacy Champion internal use of AI to: Improve sales productivity Enhance opportunity identification Strengthen credibility with clients Leverage internal AI tools and insights to support account strategy and pipeline creation 7. Pipeline Governance & Execution Discipline Operate within a structured cadence focused on: Opportunities created Executive conversations initiated Pipeline progression Blockers and actions required Engage in coaching-led inspection cycles focused on removing barriers and accelerating deals Required Experience 10+ years in enterprise technology sales, consulting, or transformation roles Proven track record in originating and closing complex, multi-stakeholder deals Experience in

Skill Requirements

Role Overview HCLTech is seeking a highly strategic and proactive Native AI Sales Specialist to drive AI-led transformation across our existing Enterprise (EN) accounts in Australia and New Zealand, where we already have deep client engagement. This role is not a traditional sales overlay. It is a pipeline originator and opportunity orchestrator, responsible for unlocking the customer's most critical business challenges through a consulting-led Native AI approach. You will work in close partnership with Client Partners and account teams to proactively create demand, elevate conversations to senior business stakeholders, and embed AI into the core of enterprise workflows, operations, and decision-making. The role is grounded in a simple but critical principle: There are multiple Native AI opportunities in every strategic account - the challenge is proactively creating them. You will lead this shift. Role Purpose Originate and build Native AI pipeline within existing strategic accounts Elevate HCLTech's position from delivery partner to trusted AI transformation advisor Embed consulting-led AI discovery into account planning and client engagement Drive business-outcome-led conversations, not technology-led selling Orchestrate cross-functional teams to shape and convert high-value AI opportunities Key Responsibilities 1. Proactive Pipeline Creation (Core Accountability) Identify and originate new AI-led opportunities within existing enterprise accounts Embed Native AI opportunity discovery into account planning cycles Build and maintain a qualified pipeline aligned to strategic account priorities Establish compelling business cases tied to measurable outcomes (cost, productivity, growth) 2. Consulting-Led Customer Engagement Lead business problem-first conversations, focusing on: Operational bottlenecks Workforce productivity Process inefficiencies Data and decision challenges Use structured discovery frameworks to identify: The customer's "most critical problem" Impacted business units Transformation potential Position consulting-led engagements as the entry point to AI transformation 3. Account Orchestration & Stakeholder Elevation Work with Client Partners to: Expand engagement beyond delivery teams Access CXO, business, and transformation stakeholders Identify and close relationship gaps at decision-maker level Drive coordinated account strategies focused on AI-led transformation 4. Vendor-Agnostic Solution Positioning Operate with a vendor-agnostic mindset in sales, focusing on: Business outcomes Use cases Transformation value Collaborate with internal architecture and delivery teams to align solutions post-discovery Ensure all opportunities are positioned as enterprise transformation plays, not point solutions Sales creates demand. Architecture defines the solution. Delivery executes. 5. Opportunity Shaping & Deal Development Lead the end-to-end opportunity creation lifecycle: Discovery Qualification Solution framing Executive alignment Shape complex AI engagements across: Human productivity transformation Engineering and platform modernisation Agentic AI and workflow automation Drive progression from early-stage ideas to validated, funded initiatives 6. Internal Activation & "Customer Zero" Advocacy Champion internal use of AI to: Improve sales productivity Enhance opportunity identification Strengthen credibility with clients Leverage internal AI tools and insights to support account strategy and pipeline creation 7. Pipeline Governance & Execution Discipline Operate within a structured cadence focused on: Opportunities created Executive conversations initiated Pipeline progression Blockers and actions required Engage in coaching-led inspection cycles focused on removing barriers and accelerating deals Required Experience 10+ years in enterprise technology sales, consulting, or transformation roles Proven track record in originating and closing complex, multi-stakeholder deals Experience in

Other Requirements

Role Overview HCLTech is seeking a highly strategic and proactive Native AI Sales Specialist to drive AI-led transformation across our existing Enterprise (EN) accounts in Australia and New Zealand, where we already have deep client engagement. This role is not a traditional sales overlay. It is a pipeline originator and opportunity orchestrator, responsible for unlocking the customer's most critical business challenges through a consulting-led Native AI approach. You will work in close partnership with Client Partners and account teams to proactively create demand, elevate conversations to senior business stakeholders, and embed AI into the core of enterprise workflows, operations, and decision-making. The role is grounded in a simple but critical principle: There are multiple Native AI opportunities in every strategic account - the challenge is proactively creating them. You will lead this shift. Role Purpose Originate and build Native AI pipeline within existing strategic accounts Elevate HCLTech's position from delivery partner to trusted AI transformation advisor Embed consulting-led AI discovery into account planning and client engagement Drive business-outcome-led conversations, not technology-led selling Orchestrate cross-functional teams to shape and convert high-value AI opportunities Key Responsibilities 1. Proactive Pipeline Creation (Core Accountability) Identify and originate new AI-led opportunities within existing enterprise accounts Embed Native AI opportunity discovery into account planning cycles Build and maintain a qualified pipeline aligned to strategic account priorities Establish compelling business cases tied to measurable outcomes (cost, productivity, growth) 2. Consulting-Led Customer Engagement Lead business problem-first conversations, focusing on: Operational bottlenecks Workforce productivity Process inefficiencies Data and decision challenges Use structured discovery frameworks to identify: The customer's "most critical problem" Impacted business units Transformation potential Position consulting-led engagements as the entry point to AI transformation 3. Account Orchestration & Stakeholder Elevation Work with Client Partners to: Expand engagement beyond delivery teams Access CXO, business, and transformation stakeholders Identify and close relationship gaps at decision-maker level Drive coordinated account strategies focused on AI-led transformation 4. Vendor-Agnostic Solution Positioning Operate with a vendor-agnostic mindset in sales, focusing on: Business outcomes Use cases Transformation value Collaborate with internal architecture and delivery teams to align solutions post-discovery Ensure all opportunities are positioned as enterprise transformation plays, not point solutions Sales creates demand. Architecture defines the solution. Delivery executes. 5. Opportunity Shaping & Deal Development Lead the end-to-end opportunity creation lifecycle: Discovery Qualification Solution framing Executive alignment Shape complex AI engagements across: Human productivity transformation Engineering and platform modernisation Agentic AI and workflow automation Drive progression from early-stage ideas to validated, funded initiatives 6. Internal Activation & "Customer Zero" Advocacy Champion internal use of AI to: Improve sales productivity Enhance opportunity identification Strengthen credibility with clients Leverage internal AI tools and insights to support account strategy and pipeline creation 7. Pipeline Governance & Execution Discipline Operate within a structured cadence focused on: Opportunities created Executive conversations initiated Pipeline progression Blockers and actions required Engage in coaching-led inspection cycles focused on removing barriers and accelerating deals Required Experience 10+ years in enterprise technology sales, consulting, or transformation roles Proven track record in originating and closing complex, multi-stakeholder deals Experience in

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Information at a Glance

Why HCLTech?

At HCLTech, youll supercharge your potential. Youll find your career. And youll find your spark. All at a place that knows that helping its customers stay on top starts by putting its people first.

HCLTech is a global technology company, home to more than 230,000 people across 60 countries, delivering industry-leading capabilities centered around digital, engineering, cloud and AI, powered by a broad portfolio of technology services and products. We work with clients across all major verticals, providing industry solutions for Financial Services, Manufacturing, Life Sciences and Healthcare, Technology and Services, Telecom and Media, Retail and CPG, and Public Services. Consolidated revenues as of 12 months ending September 2026 totaled $14.8 billion.