Hyperscalers and Technology (HAT) Accounts Lead

About Us: 

At Articul8 AI, we relentlessly pursue excellence and create exceptional AI products that exceed customer expectations. We are a team of dedicated individuals who take pride in our work and strive for greatness in every aspect of our business. We believe in using our advantages to make a positive impact on the world and inspiring others to do the same. 

Job Description:

We are seeking an experienced Technology focused Business Leader to join our Hyperscalers and Technology (HAT) organization. As a HAT Lead, you will play a critical role in developing and executing business strategies for our Generative AI (GenAI) products and services. You will work closely with cross-functional teams, including Product Management, Engineering, Sales, and Marketing to drive customer adoption, revenue growth, and market share expansion. 

Responsibilities: 

Pre-Sales Leadership 

• Collaborate with sales teams to identify and qualify opportunities, providing technical expertise throughout the sales cycle. 

• Conduct engaging product demonstrations, technical deep dives, and proof-of-concept (PoC) projects to showcase Articul8’s platform capabilities. 

• Partner with customers to understand their needs and craft tailored sales enablement materials and solutions leveraging Articul8’s suite of GenAI products. 

• Create compelling technical proposals, architecture diagrams, and value propositions that address client pain points. 

Revenue Generation and Deal Closing

• Take ownership of the end-to-end sales process, from lead qualification to deal closure. 

• Meet or exceed commercial targets by identifying new opportunities and converting leads into customers. 

• Negotiate contracts, pricing, and terms, ensuring alignment with both customer goals and Articul8’s objectives. 

• Proactively manage a pipeline of opportunities, leveraging CRM tools to track progress and forecast revenue. 

• Coordinate with internal teams (product, engineering, operations, customer success) to ensure closing of deals.    

Account Leadership

• Serve as the primary point of contact and trusted advisor for assigned accounts, building long-term relationships with key stakeholders. 

• Manage account activation, ensuring smooth onboarding, training, and initial implementation of Articul8 solutions. 

• Lead account strategies, identifying upsell and cross-sell opportunities to expand adoption and drive revenue growth.    

Technical Partnerships with Hyperscalers and Technology Partners

• Identify and develop technical partnerships with hyperscalers (Eg: Azure, GCP, AWS) and technology partners to advance Articul8’s product differentiation 

• Establish technical partnerships with industry associations to drive Articul8’s product relevance for targeted industries through development of domain specific AI models 

• Collaborate with partners to design joint solutions, co-market offerings, and co-sell into mutual accounts. 

• Act as a technical liaison, ensuring seamless collaboration between Articul8 and its ecosystem partners. 

• Stay updated on partner technologies, providing recommendations for integration opportunities and go-to-market strategies. 

• Provide training and support to ensure partner evangelists are equipped to effectively position our GenAI products and services for adoption. 

• Device one-to-many scale mechanisms to accelerate customer out-reach through partners 

Product Feedback

• Be the voice of Customers and Partners by gathering feedback during pilot and at-scale deployments and feeding that back into the Product and Engineering teams.  

Executive Influence

• Pitch, present and influence Enterprise C-level executives to accelerate their GenAI adoption with Articul8’s Products.

Legal

• Drive legal requirements completion as part of engaging with Customers and Partners. This includes but not limited NDAs, MoUs, SoWs etc. Comprehend the rapidly evolving GenAI Ethical, Security Policies and Regulatory landscape (Eg: GDPR) as part of building and scaling GenAI Products and services globally. 

Required Qualifications: 

• Bachelor's degree in Computer Science, Engineering, Business Administration, or a related field. 

• 10+ years of experience in customer facing technology leadership roles, in AI/hi-tech industry. 

• Experience with cloud computing platforms, including Azure, GCP, AWS, etc. 

• Experience with technical sales enablement and Partner management 

• Excellent communication, presentation, and interpersonal skills. 

• Ability to work effectively in a fast-paced, dynamic environment.  

• Strong analytical and problem-solving skills. 

Preferred Qualifications: 

• Master’s degree in Computer Science, Engineering, Business Administration, or a related field. 

• GenAI knowledge of industry-specific trends and challenges. 

• Pricing expertise, especially SaaS and Enterprise software products 

• Experience working on Enterprise Appliance products (such as Nvidia DGX Platform, etc) 

• Experience with OEMs and Distributors 

Professional Attributes:

• Problem Solving: ability to break down complex problems into manageable components, devising creative solutions, and iteratively refining ideas based on feedback and experimental evidence.

• Collaboration and Communication: proficiency in working cross-functionally—communicating clearly, providing constructive criticism, delegating responsibilities, and respecting diverse perspectives.

• Project Management and Prioritization: demonstrated aptitude in balancing multiple projects, deadlines, and allocating time efficiently between short-term objectives and long-term goals.

• Critical Thinking: ability to carefully evaluate assumptions, questioning established methodologies, challenging own biases, and maintaining skepticism when interpreting results.

• Curiosity and Continuous Learning: ability to stay curious about advances in related fields and constantly seeking opportunities to expand knowledge base.

• Emotional Intelligence and Intellectual Humility: capable of displaying empathy, resilience, adaptability, and self-awareness. Ability to recognize own limitations, embracing uncertainty, acknowledging mistakes, and valuing others' contributions.

What We Offer:

By joining our team, you become part of a community that embraces diversity, inclusiveness, and lifelong learning. We nurture curiosity and creativity, encouraging exploration beyond conventional wisdom. Through mentorship, knowledge exchange, and constructive feedback, we cultivate an environment that supports both personal and professional development.

If you're ready to join a team that's changing the game, apply now to become a part of the Articul8 team. Join us on this adventure and help shape the future of Generative AI in the enterprise.