BU Head, Overlay Sales (Mainframe)

Technical Skills and Competencies Required: - Assist sales teams to identify and qualify Mainframe service opportunities, building and maintaining a sales pipeline. - Provide guidance on optimal engagement strategies, Mainframe industry norms, and ideal client profiles to pursue for a Mainframe services proposal. - Leverage 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., , & ) 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 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 , , 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, , , , 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.