Ecosystem Channel Lead (US)

• Drive AI-led sales motions across multiple industries, including Financial Services, Manufacturing, Technology, Telecom, Retail & Consumer, Healthcare & Life Sciences, Energy & Utilities, and other strategic sectors.

• Work closely with global account teams, industry sales leaders, regional leadership, and business units to identify and convert AI opportunities.

• Build C-suite relationships with CIOs, CTOs, CDOs, Chief AI Officers, CEOs, and business leaders.

• Shape strategic AI transformation conversations around business outcomes rather than technology implementation alone.

• Build, lead, and develop a team of AI GTM executives responsible for industries, geographies, and priority accounts.

• Create a high-performance sales culture focused on pipeline generation, executive engagement, deal velocity, commercial discipline, and revenue growth.

• Coach the team on complex enterprise selling, partner-led selling, negotiation, and executive relationship management.

• Attract and retain senior sales talent capable of operating at the intersection of enterprise transformation, Global GSIs, and frontier AI companies.

• Operate across a complex global organization to mobilize industry, account, engineering, consulting, delivery, product, marketing, and alliance capabilities behind strategic opportunities.

• Work closely with technical and solution teams without owning presales or solution architecture; the primary mandate is commercial leadership, customer acquisition, partner-led growth, and revenue.

• Act as the senior commercial voice for frontier AI partnerships within the organization.

• Provide executive leadership with clear visibility into market opportunities, pipeline, partner performance, competitive dynamics, risks, and investment priorities.

10-15+ years of experience within a Global GSI / global technology services organization.

• Proven track record of carrying and delivering against substantial sales, bookings, revenue, and growth targets.

• Demonstrated success leading sales across multiple industries, regions, and enterprise accounts.

• Strong experience building and managing strategic partnerships with global technology companies, hyperscalers, SaaS platforms, or emerging technology providers.

• Demonstrated ability to create Sell-To and Sell-With partner motions and convert strategic alliances into material revenue.

• Experience managing and developing geographically distributed sales and GTM teams.

• Proven success selling large, complex transformation programs to Global 2000 enterprises.

• Strong C-suite relationships and executive presence, with the ability to engage senior leaders at both enterprise customers and strategic technology partners.

• Experience navigating matrixed global organizations and mobilizing multiple internal stakeholders around large commercial opportunities.

• Strong commercial acumen across deal structuring, negotiation, pipeline management, forecasting, and sales governance.

Candidates should have strong commercial understanding of the rapidly evolving enterprise AI ecosystem, including:

• Frontier AI / foundation models

• Generative AI and agentic AI

• Enterprise AI adoption and transformation

• Cloud and data platforms

• AI ecosystem partnerships

• Emerging AI-native business and commercial models