The Hybrid Cloud Sales Director is a senior business leader responsible for driving accelerated growth, large-deal wins, and strategic account expansion on for Cloud, IT Infrastructure Services. This role anchors the intersection of client strategy, hyperscaler & OEM partnership, sales execution, and transformation outcomes, with clear ownership of pipeline creation, TCV growth, and revenue realization.
The Hybrid Cloud Sales Director operates as a client-facing executive and internal growth catalyst, working closely with Sales, Industry Leaders, Solution Architects, Delivery, and alliance teams to shape and close enterprise-scale IT Infrastructure opportunities including Data Center, Cloud, Workplace, Network, Service Management, Service Desk, AI Ops, Agentic Enterprise.
Key Responsibilities
TCV & Growth Ownership
• Own AI-led growth objectives across assigned accounts, industries, or geographies, with accountability for pipeline, bookings, and revenue conversion.
• Drive large, complex Hybrid Infra pursuits including cloud migration, modernization, AI/GenAI platforms, on prem Infra, and managed services.
• Shape and articulate industry-relevant value propositions aligned to customer business priorities such as cost optimization, agility, resilience, and innovation.
• Influence deal strategy, commercials, and risk positioning in partnership with finance, legal, and delivery leadership.
Strategic Client Engagement
• Build and sustain trusted relationships with CXOs (CIO, CTO, CDO, CFO, CISO) and senior business leaders.
• Serve as a strategic advisor to clients on AI adoption, Technology roadmaps, operating models, cloud adoption, vendor consolidation, GCC strategy and service transformation.
• Lead executive-level workshops, innovation sessions, and joint value discovery engagements with OEM partner alliances.
AWS Alliance & Go-to-Market Leadership
• Act as a senior interface with Major Market field sales, solution architects, COEs and alliance leadership.
• Develop and execute joint account plans, co-sell motions, and demand-generation initiatives with OEMs.
• Leverage Service offerings and platforms; Position them to improve win probability and deal economics.
• Drive consistency and scale through close partnership of industry units through Industry aligned solutions.
Deal Shaping & Orchestration
• Partner with solution architects to shape credible, differentiated, and executable solutions.
• Ensure clarity on solution scope, assumptions, dependencies, risks, and mitigation strategies.
• Support transition from sales to delivery, ensuring growth commitments are realized through execution.
Leadership & Ecosystem Collaboration
• Serve as a thought leader and mentor within the cloud growth community.
• Collaborate with Industry Groups, Delivery U nits, Marketing, and Engineering to scale repeatable growth plays.
• Contribute to growth planning, pipeline reviews, and executive governance forums.
Required Experience & Qualifications
13+ years of experience in enterprise technology services, cloud sales, consulting, or transformation leadership.
Demonstrated success in driving infrastructure/Cloud-led growth for IT Outsourcing market.
Proven track record in shaping and closing large, multi-year deals working with TPAs, Account leadership and customer stakeholders.
Strong understanding of IT Infrastructure services, cloud modernization patterns, AI/GenAI adoption, and managed services models.
Executive-level communication skills with the ability to translate technology into business impact.
Preferred Attributes
Experience operating as a Growth Partner, Client Partner, or Hyperscaler Leader in a GSI or consulting environment.
Industry experience in domains such as Life Sciences, Pharma, Healthcare, Manufacturing
Familiarity with co-sell motions and partner programs ( Naas, Daas, Storage aaS), and hyperscaler
Ability to balance strategic thinking with hands-on deal execution.
Salary Range: $145,400-$171,000 a year
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