Business Development Manager

HCL Technologies Limited, a global technology services company, is looking for a Business Development Manager to drive AI-led transformation within its existing Enterprise accounts across Australia and New Zealand. The role is onsite in Australia and full-time, working closely with Client Partners and account teams to proactively create demand, elevate conversations to senior business stakeholders, and embed AI into core workflows and decision-making. This is a chance for someone who blends strategic thinking with hands-on pipeline development and thrives in cross-functional collaboration.

This position is not a traditional sales post. It focuses on originations and orchestration, turning complex business challenges into AI-enabled programs that deliver measurable outcomes. If you’ve built a track record of moving opportunities beyond delivery into true transformation, and you enjoy engaging at the CXO level, you could be a great fit.

Based in Australia, you’ll work with existing enterprise accounts spanning Australia and New Zealand, aiming to shift them from pure delivery support to trusted AI transformation advisory. HCLTech is looking for someone who can shape conversations, align multiple stakeholders, and drive value-centered engagements in a fast-moving market.

Shaping AI-led growth in AU EN accounts

Day-to-day, you will originate new Native AI opportunities within current strategic accounts and keep a robust pipeline aligned to priorities, building strong business cases tied to outcomes like cost reduction, productivity gains, and growth. Your role blends strategic planning with practical execution, translating client needs into enterprise transformation plays rather than point solutions.

In client conversations, you’ll lead problem-first discussions around operational bottlenecks, workforce productivity, process inefficiencies, and data and decision challenges. Using structured discovery, you’ll identify the customer’s most critical problem, the impacted business units, and the potential for transformation, positioning these engagements as the entry point to AI adoption.

You’ll collaborate with Client Partners to expand engagement beyond delivery teams, reach CXO, business, and transformation stakeholders, and close relationship gaps at decision-maker levels. You’ll drive coordinated account strategies focused on AI-led transformation, ensuring the approach remains vendor-agnostic and outcome-driven, with solutions defined after discovery in partnership with internal architecture and delivery teams. Sales creates demand, architecture defines the solution, delivery executes.

As you shape opportunities and deals end-to-end, you’ll guide engagements across areas like human productivity transformation, engineering and platform modernization, and agentic AI with workflow automation. You’ll push ideas from early-stage concepts to funded initiatives, and you’ll advocate internal AI usage to improve sales productivity, enhance opportunity identification, and strengthen client credibility while supporting the overall account strategy with insights from AI tools.

Finally, you’ll operate within a disciplined cadence for pipeline governance and execution, tracking opportunities created, executive conversations initiated, pipeline progression, blockers, and actions, and engaging in coaching-led cycles to remove barriers and accelerate deals.

What you need to bring

Must-haves

• Ten-plus years of experience in enterprise technology sales, consulting, or transformation programs
• A proven track record of originating and closing complex, multi-stakeholder deals
• Ability to identify and nurture AI-led opportunities within existing enterprise accounts and maintain a qualified pipeline
• Skill in leading business problem–first conversations and guiding structured discovery to uncover the customer’s most critical problem
• A vendor-agnostic mindset that prioritises business outcomes, relevant use cases, and transformation value, with the ability to align solutions after discovery

Nice-to-haves

• Experience in advisory or transformation engagements related to AI-led initiatives
• Familiarity with discovery frameworks and engaging with executive-level stakeholders
• Track record of coordinating across architecture, delivery, and sales to deliver enterprise-scale transformations
• Experience applying AI concepts to productivity improvements, platform modernization, and workflow automation
• Previous involvement in internal AI activation or “customer zero” advocacy to support account strategy

Pay, perks and practical details

The role is full-time and onsite in Australia. The description does not provide information about salary, benefits, schedule, travel, or work authorization specifics.

How to position yourself for this role

Lead with your ability to originate and close complex, multi-stakeholder deals in enterprise technology, and show how you’ve built and managed a meaningful AI-focused pipeline within existing accounts. Put a clear story about how you’ve shifted conversations from technology to business outcomes, and include concrete examples of executive-level engagements you’ve led.

Demonstrate your must-have skills by describing structured discovery you’ve used, the most critical problems you surfaced, and the transformation potential you unlocked for clients. Highlight times when you worked with cross-functional teams (sales, architecture, delivery) to move opportunities from discovery to funded initiatives, while maintaining a vendor-agnostic stance.

In interviews, be ready to recount your end-to-end opportunity creation lifecycle, from discovery and qualification to solution framing and executive alignment. Have a concise case study ready that shows how you framed a complex AI engagement and secured a funded commitment from a senior sponsor.

Ask a thoughtful question that ties to this role’s success metrics, for example: how does the team measure success for this position in the first 6 to 12 months, and what governance or coaching practices are in place to accelerate pipeline progression and executive engagement?