About HCL:
We are HCLTech, one of the fastest-growing large tech companies in the world and home to 221,000+ Ideapreneurs working in 60 countries across a network of global R&D, innovation labs, and delivery centers supercharging progress through industry-leading capabilities centered around Digital, Engineering and Cloud.
The driving force behind that work, our people, are diverse, creative, and passionate, raising the bar for excellence on a regular basis. We, in turn, work hard to bring out the best in them as we strive to help them find their spark and become the best version of themselves that they can be.
We have been present in Canada for over two decades. It has now grown to build a flourishing business that now boasts of a 10,000 strong workforce across 4 Canadian and 6 global delivery centers. Better still, we’ve had the opportunity to contribute to the growth and technological excellence of many Canadian companies and also to positively impact the IP portfolio, R&D legacy, IT landscape, and talent pool of Canada through close collaboration with government, universities, and local communities.
Our success has been led by the immense talent of highly motivated individuals who are drawn to solving challenges in an entrepreneurial environment. We are proud to have also received multiple accolades, such as the prestigious designation of Top Employer in 17 countries including Canada.
We are looking for like-minded people to join us in the next phase of our transformation journey and welcome you to grow with us.
New Business Growth Leader (Mobility)
Location: Toronto, Ontario (Hybrid/Client-facing)
Role Summary
We are looking for a high-impact New Business Growth Leader to acquire net-new logos and build a strong pipeline across Mobility accounts – Transportation, Travel, Logistics, and Hospitality + Ontario . This role owns the full new business lifecycle from prospecting and discovery to solution shaping, commercial structuring, contracting, and closure. You will work closely with presales, domain, delivery, alliances, and leadership to create differentiated value propositions and win multi-year transformation and managed services deals.
Key Outcomes
- Demonstrated success in driving new logo wins in the Ontario market, especially with large enterprise and strategic accounts.
- Consistently build, manage, and convert a robust qualified pipeline, achieving quarterly and annual net-new revenue targets.
- Lead and close large, complex, multi-year deals (transformation, managed services, digital/engineering, cloud) with strong commercial and risk discipline.
- Establish and expand trusted relationships with C-suite and senior executives (CIO, CTO, CDO, COO, SVP Operations, Digital, Supply Chain).
- Position HCLTech as a strategic transformation partner, not just a services vendor, across Mobility modernization initiatives.
- Consistently build and convert a qualified pipeline, achieving quarterly and annual net-new revenue targets.
- Win new logos and expand into strategic buying centers (CIO/CTO/CDO/COO, Supply Chain, Operations, Customer Experience).
Core Responsibilities
- Net-new logo acquisition: Identify, target, and close new accounts using a disciplined hunting motion (market mapping, outreach, events, partner-led plays).
- Client relationship management: Establish senior stakeholder relationships, run executive connect programs, and build trust through insight-led conversations.
- Opportunity discovery: Lead discovery workshops to uncover business pain points, desired outcomes, and decision criteria; translate into qualified opportunities.
- Solution creation & deal shaping: Co-create differentiated solutions with domain/presales teams across Digital, Cloud, Engineering, and Managed Services.
- RFI/RFP/RFQ management: Own end-to-end proposal strategy, win themes, staffing plan, solution narrative, and orals; coordinate internal contributors and partners.
- Commercials & contracting: Drive pricing strategy, value-based proposals, and contract negotiations (MSA/SOW, risk terms, SLAs, governance, payment milestones).
- Forecasting & governance: Maintain CRM hygiene, provide accurate forecasts, run deal reviews, and ensure compliance with internal approvals and controls.
- Partner and ecosystem leverage: Build joint pursuits with hyperscalers, ISVs, and OEMs; develop alliance-led solutions and co-sell motions.
- Handover to delivery: Ensure clean transition to delivery teams with clear scope, assumptions, KPIs, governance cadence, and success metrics.
Industry Focus – Mobility (Transportation, Travel, Logistics, Hospitality)
- Demonstrate working knowledge of Mobility business models, operations, and regulatory considerations (e.g., passenger experience, fleet/asset management, logistics visibility, safety, compliance).
- Lead conversations around transformation themes such as customer experience modernization, platform modernization, cloud migration, data & AI, cybersecurity, and operational excellence.
- Understand common buyer priorities: resilience, uptime, security, cost optimization, digital channels, real-time visibility, and sustainability.
Technical & Solutioning Expectations
- Working understanding of cloud (Azure/AWS/GCP), application modernization, integration/API, data platforms, analytics, AI/GenAI, and cybersecurity fundamentals.
- Ability to articulate managed services constructs (ITIL operations, SLAs/SLOs, service catalogs, governance, automation/AIOps, observability).
- Exposure to Mobility-relevant solution areas such as IoT/telematics, edge connectivity, digital workplace, contact center, ERP/SAP adjacent integrations, and supply-chain platforms is a plus.
Experience & Qualifications
- 10–15 years of experience in B2B technology/IT services sales, including a strong track record of net-new logo acquisition in Canada.
- Experience working with large IT services companies / global system integrators (Tier-1 preferred).
- Demonstrated success selling medium-to-large, multi-year services deals (managed services, transformation, digital/engineering, cloud).
- Strong executive presence with the ability to present, negotiate, and influence C-level stakeholders.
- Hands-on ability to craft pursuits: account plans, pipeline strategy, proposal storyboarding, and deal closure playbooks.
- Bachelor’s degree required; MBA or equivalent business education is preferred.
Personal Attributes
- Entrepreneurial hunter mindset with high resilience, urgency, and ownership.
- Strong collaboration skills to mobilize matrixed teams across presales, delivery, legal, finance, and alliances.
- Excellent written and verbal communication; ability to simplify complex technology into business outcomes.
Travel
Willingness to travel within Canada for client meetings, industry events, and executive engagements (up to ~50–60% as needed).
At HCL, we don’t just accept the differences—we support it and celebrate it. We are committed to cultivating and preserving a culture of inclusion and connectedness. We can grow and learn better together with a diverse team of employees. As an equal opportunity employer, we stay true to our mission by ensuring that our place can be anyone’s place
