Director, Hybrid Cloud & AI (HCAI) Go-to-Market & Business Management

Job Title: Director, Hybrid Cloud & AI (HCAI) Go-to-Market & Business Management

Overview

We are seeking an Director to serve as the global execution leader for Hybrid Cloud & AI (HCAI) across SSG-accountable for bringing the Offering strategy to life in every geo with consistent, high-quality execution. This role translates portfolio intent into a repeatable field operating system: clear priorities, packaged plays, enablement, and measurable revenue and pipeline outcomes.

Operating at executive altitude across Sales, Portfolio, Marketing, Delivery, Finance, and Geo leadership, the Executive Director runs the HCAI geo execution system through a strong dotted-line governance model-including must-win battles, AI Library activation, Project Titan alignment, and vertical offer adaptation-backed by a disciplined scorecard (revenue, qualified pipeline, use-case implementations, and lighthouse references). This leader partners with the HCAI Offering leader (to ensure offerings are launch-ready and adopted) and to the HCAI Sales leader (to ensure field capacity is focused and motions are executed consistently worldwide).

Key Responsibilities

HCAI Business Ownership & Strategy

• Accountable for the end-to-end HCAI geo execution plan through a strong dotted-line governance model (priorities, investments, launch readiness, and adoption)-setting the global standard, running the operating cadence, and driving consistent outcomes across sales motions and geographies.
• Translate the HCAI Offering strategy into clear "must-win battles" and annual/quarterly geo targets (e.g., enterprise AI revenue, qualified pipeline, use-case implementations, lighthouse references), ensuring focus on the highest-value opportunities and consistent execution worldwide.
• Serve as executive escalation point for priority pursuits-orchestrating decisions and resources across Offering, Sales, Geo, Delivery, pricing, legal, and partners to increase close velocity, win rate, and repeatability.

One GTM Blueprint Execution (Operating Model, Coverage, and Motions)

• Design and run the global HCAI GTM execution system (80% global standardization / 20% geo flexibility), including governance, cadence, and decision rights-driving geo alignment and adherence so the Offering strategy is executed consistently in every region.
• Protect and focus seller capacity on complex HCAI solutions and advanced services; establish role clarity and the engagement model across Relationship and Transaction motions (SSE/REL vs. Inside Sales/Channel/ISO) so geos execute with consistent coverage and minimal friction.
• Drive Land + Expand and Project Titan execution for HCAI-standardizing qualification, packaging, partner motions, and expansion plays; ensuring geos adopt the same playbook from first win through repeatable scale.

HCAI Scorecard, Governance & Performance Management

• Own the global HCAI scorecard and KPI system (e.g., AI revenue, qualified pipeline, use cases/customer count, implementation velocity, vertical bookings, Titan pipeline/closed-won) and run the operating cadence that drives geo accountability through transparent reporting, commitments, and follow-up.
• Run quarterly and monthly business reviews with Geo, Sales, and Offering stakeholders; drive commitments, surface execution gaps, make tradeoffs, and escalate when needed to ensure consistent adoption and plan attainment worldwide.
• Establish closed-loop accountability from geo field signal to Offering and GTM action-ensuring feedback turns into measurable changes (offers, enablement, tooling, pricing, partner motions) and that those changes are executed through the sales motions with improved win rates.

AI Library Activation & Vertical Solution Factory

• Partner with the Offering team to activate the HCAI AI Library as a repeatable sales engine: align on a short list of validated, field-ready use cases, package them with reference architectures and sales plays, and drive "at least one implementation per use case" outcomes through focused pursuits.
• Partner with Industry Vertical leaders (e.g., Retail, Manufacturing, Sports, Healthcare) to adapt horizontal HCAI offers for vertical GTM-sharpening domain narratives, qualifying target accounts, and tailoring packaged solutions (agents, data platforms, edge AI, managed services) for seller adoption and measurable bookings.
• Own the GTM motion with ecosystem and AI innovative partners/ISVs: define joint value propositions, co-sell plays, and launch plans that accelerate time-to-market, increase win rates, and expand solution credibility at production scale.
• Ensure launch readiness and field adoption: executive-ready messaging, seller plays, and deal support assets that directly map to priority pursuits and vertical GTM motions.

Executive Stakeholder Leadership & Cross-Company Alignment

• Act as the execution integrator across Sales, Offering/Portfolio, Marketing, Delivery, Finance, and Geo leadership-using governance, operating cadence, and executive escalation to ensure one set of priorities, consistent worldwide execution, and fast decision-making.
• Drive investment and resource recommendations (headcount, enablement, tooling, partner funding) that improve geo execution and offering adoption-tied to measurable ROI with clear prioritization across regions and verticals.
• Represent the HCAI business to executive stakeholders as the voice of geo execution-bringing market truth, competitive context, and clear decisions/asks to the Offering leader, and translating those decisions into field-ready direction for Sales and the geos.
• Serve as the day-to-day right-hand to the HCAI Offering leader and the HCAI Sales leader-driving operating cadence, resolving cross-geo friction, and ensuring the same plays, assets, and partner motions are executed globally.

Basic Qualifications

• Bachelor's degree required; MBA or advanced technical degree strongly preferred.
• 15+ years of experience spanning Hybrid Cloud, AI/GenAI, enterprise services, and go-to-market leadership, with demonstrated ability to operate at executive level in a global matrix.

• Deep expertise in Hybrid Cloud architectures (public/private/multi-cloud, edge) and AI/ML/GenAI solutions, including data platforms and production-scale AI delivery models.
• Proven track record building and running global operating rhythms (QBR/MBR), KPI systems, and cross-functional governance that drive consistent geo execution and measurable revenue and pipeline outcomes.
• Demonstrated success leading high-stakes enterprise pursuits and scaling repeatable plays (use cases/solution packages) across regions and verticals.
• Executive-level communication and influence-able to translate technical strategy into business outcomes and drive decisions with senior leaders.
• High ownership, bias for action, and the ability to drive outcomes with limited direct authority; comfortable holding geos and cross-functional teams accountable to a global standard.