Job Summary
This is a senior Presales Leadership role focused on driving large-scale Cloud, Infrastructure, Security, and Managed Services opportunities across North America. The role involves building strategic relationships with CIOs, CTOs, CISOs, and other senior executives while owning the complete opportunity lifecycle, from market development and go-to-market (GTM) strategy to opportunity creation, deal shaping, and closure.
We are seeking an experienced Infrastructure & Cloud Management (ICM) Presales leader to drive market growth, strategic account development, and opportunity creation. The individual will serve as the senior market-facing leader for ICM, collaborating with Client Partners, Sales, hyperscalers, Solutioning, Practice, and Centers of Excellence (COEs) to create, shape, and convert opportunities across Cloud, Infrastructure, Security, Resilience, AI-enabled Operations, and Managed Services.
The ideal candidate will possess a strong background in Infrastructure and Security, along with demonstrated expertise in strategic consulting, executive relationship development, and large-deal shaping. Experience working with AWS, Microsoft Azure, Google Cloud Platform (GCP), and Oracle is highly valuable.
Key Responsibilities
• Define and execute the Infrastructure & Cloud Management (ICM) growth and go-to-market strategy.
• Build, manage, and expand strategic sales pipelines across existing accounts and new client opportunities.
• Develop and maintain relationships with CIOs, CTOs, CISOs, and other senior executives.
• Identify account whitespace and proactively create opportunities before formal RFPs are released.
• Lead strategic account penetration, expansion, and land-and-expand initiatives.
• Shape large and complex opportunities in collaboration with hyperscaler partners.
• Develop customer-specific points of view (POVs), pilots, and transformation propositions.
• Lead executive positioning, commercial strategy, negotiations, and strategic deal closures.
• Drive go-to-market alignment with Sales, Client Partners, Marketing, and Business Development teams.
• Develop executive-level co-sell relationships with AWS, Google Cloud, Oracle, and Microsoft.
• Lead large strategic deals and regional opportunities, taking ownership from initial conception through successful closure.
Required Qualifications
• 20+ years of experience in Cloud, Infrastructure, and Security Services across consulting, systems integration, or managed services environments.
• Demonstrated experience in creating, shaping, and winning large-scale business opportunities.
• Strong strategic account development experience with proven C-suite engagement capabilities.
• Experience working with hyperscalers, including Microsoft Azure, AWS, and GCP, particularly in developing joint go-to-market strategies, collaborating on opportunities, and influencing deals through partner relationships.
• Proven experience in developing AI-led solutions.
• Strong understanding of how AI is transforming the Cloud industry and the ability to leverage AI-driven opportunities for business growth.
• Strong commercial, negotiation, influencing, and executive communication skills.
• Experience working effectively with offshore solutioning and delivery organizations.
• At least 10-15 years of hands-on experience in Cloud, Security, and Infrastructure, including transformation initiatives and Managed Services.
• Demonstrated experience personally developing or significantly expanding strategic accounts.
• Proven ability to independently create and shape opportunities both before and during formal RFP processes.
• Established CIO, CTO, and CISO relationships developed through direct engagement.
• Experience leading hyperscaler-driven go-to-market initiatives or co-sell engagements, with established relationships with at least one hyperscaler.
• Excellent stakeholder management, influencing, and communication skills.
Preferred Qualifications
• Experience in Infrastructure and Cloud Services.
• Background in Cloud Operations and Cloud Transformation.
• Experience in Presales and Strategic Consulting.
• Knowledge of Cybersecurity and Cyber Resilience.
• Experience in IT Resilience and Infrastructure Resilience.
• Exposure to AI Infrastructure and AI Operations.
• Experience in Application Operations.
• Background working with Global Systems Integrators (SIs) or IT Services organizations.
