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Genpact · 1 month ago

Vice President - Sales & GTM Leader, Orchestration.ai and Sequence (Microsoft AI Ecosystem)

USA-New York

Full-time

Onsite

Director/Executive

$200K/yr - $250K/yr

Genpact is an advanced technology services and solutions company that delivers lasting value for leading enterprises globally. The Vice President - Sales & GTM Leader will build and lead a high-performing team to drive revenue and client transformation through Genpact’s AI-powered orchestration platform, while collaborating closely with Microsoft to enhance marketplace adoption.

AnalyticsArtificial Intelligence (AI)Business Process Automation (BPA)ConsultingInformation TechnologySoftware

Responsibilities

Own revenue targets for Orchestration.ai and Sequence, including services, Azure marketplace, and co-sell KPIs

Lead the GTM strategy aligned to Orchestration.ai and Sequence business, collaborating with Microsoft’s Solution Areas – Apps & Infra, Data & AI

Drive new business opportunities, pipeline growth, and marketplace transactions in partnership with Microsoft field and partner teams

Forge and maintain executive relationships with Microsoft Field Sales, Global Partner Solutions, and Genpact Business Unit leaders, aligning quarterly plans and incentive structures

Execute joint GTM motions — co-sell plays, marketplace listings, and sales enablement — across enterprise clients

Lead from the front with CxO-level client engagements, driving complex solution sales and licensing negotiations

Build and mentor a team of sellers with both commercial and technical depth — strong in Azure architecture, AI fluency, and value-based selling

Cultivate a “Microsoft-native seller mindset” — adept at leveraging Azure programs, funding mechanisms, and consumption incentives

Apply advanced sales methodologies (e.g., Challenger Sales) and coach your team to guide customers through digital transformation journeys — challenging legacy approaches with Microsoft AI, and Orchestration.ai innovations

Coach sellers to handle L1/L2 architectural conversations and navigate SaaS + usage-based licensing structures confidently

Inspire a challenger culture — teaching teams to lead with insight and act as trusted advisors to clients

Deepen collaboration with Microsoft Azure, AI, and Partner teams to expand co-sell pipeline and accelerate time-to-market

Align with Industry and product teams for the Azure Marketplace presence for Orchestration.ai and Sequence — defining offer structures, listing strategy, and program compliance

Partner with Genpact product and solution leaders to develop joint offerings that harness Microsoft AI and Azure-native services

Leverage Marketplace incentives, partner programs, and solution area investments to achieve scorecard goals

Engage with enterprise CxOs to identify transformation opportunities and position Orchestration.ai as the enabler of AI-driven operations

Lead complex SaaS + usage licensing negotiations, ensuring win-win commercial outcomes

Drive cross-functional initiatives to build new revenue streams with Genpact’s leadership and solution teams

Anticipate and remove roadblocks, ensuring consistent execution, predictable forecasting, and operational excellence

Oversee demonstrations, architectural design sessions, pilots, and hackathons, ensuring your team can position Orchestration.ai and Microsoft solutions effectively against competitors

Ensure all demos lead to tangible customer outcomes — clear next steps, deployment confidence, and visible Microsoft consumption

Coach teams to envision and articulate innovative, integrated solutions that blend Orchestration.ai with Azure AI, and Sequence capabilities

Promote adaptation of architectural patterns to address complex customer environments and industry-specific integration requirements

Encourage experimentation and POCs that showcase the AI-driven orchestration fabric as a complement to Microsoft’s digital estate

Serve as the voice of the customer (VOC) to both Genpact and Microsoft — capturing business and technical feedback to shape solution roadmaps

Identify emerging business and technology trends (e.g., agentic AI, responsible AI orchestration, digital twins) and translate them into new sales plays and offerings

Ensure feedback loops from customer engagements inform area-level strategy, innovation priorities, and GTM adjustments

Qualification

Microsoft Azure ecosystemEnterprise SaaS commercializationAI-driven business transformationExecutive communicationUsage-based licensingDeal structuringAzure Marketplace GTMPublic speakingFinancial modelingTeam leadershipNegotiation skills

Required

Bachelor's degree in computer science, Information Technology, Engineering, or a related field, or equivalent practical experience

Preferred

Experience of enterprise sales and GTM leadership experience, with leading teams

Proven success growing business through Microsoft Azure ecosystem and co-sell partnerships

Expertise in enterprise SaaS and usage-based licensing, deal structuring, and multi-stakeholder negotiation

Solid grasp of technical concepts (L1/L2) — able to engage confidently in discussions on integration, APIs, data orchestration, and AI deployment

Deep commercial acumen — comfortable challenging pricing structures and guiding teams through financial modeling and negotiation

Deep knowledge of Microsoft Solution Areas, Azure architecture, AI Services, Power Platform, and Copilot integrations

Strong understanding of Azure Marketplace GTM, offer creation, incentives, and pipeline management

Excellent C-suite communication, executive storytelling, and public speaking abilities

A transformational leader who thrives at the intersection of AI, orchestration, and Microsoft cloud, driving growth through ecosystem collaboration, marketplace innovation, and insight-led selling

Benefits

Work-from-Anywhere Roles – “Los Angeles California-based candidates are not eligible for this role”

Location-based Roles (e.g., Richardson roles – metro area can be adjusted by role location) – “Los Angeles, California based candidates are not eligible for this role.<Dallas Metro> area candidates are eligible for this role only.”