The RolePresidio is seeking a Vice President of Presales
Managed Services Solutions to join our team in a leadership capacity. There is a company-wide focus within Presidio to grow our Managed Services business while owning presales and solution development and GTM responsibilities from a technical lens, from an Application, Security, AI, Collab, Cloud, Infrastructure and all other Managed Services. In support of this strategy, Presidio is seeking candidates with Managed Services leadership experience, mentoring, leading and developing team of experts responsible for solutioning and deal shaping. With deep technical and customer facing experience. Being the voice of customer within presidio and voice of Presidio MS for the partners and customers. The role will include leadership and ability to drive end-to-end deals for managed services engagements including data gathering, analyzing, effort and cost estimating, deal shaping, proposal development, as well as assisting with contracting. The role-holder will take a lead in providing sales support and solution configuration on large, complex, Managed Services deals with a primary focus on Managed Services opportunities across North America. This role will also help lead and support other North American based solution architects.
Key Responsibilities:- Lead entire team of managed services presales solution architects based in North America.
- Provides leadership when appropriate and capable of working effectively within a matrixed organization.
- End-to-end responsibility for shaping large, complex Managed Services deals.
- Secure the required approval for variances from contracting standards by escalating issues to the proper executive level on a timely basis (i.e., before agreed upon with the client).
- Work within a new business team to interpret client defined or implied requirements against Presidio solution templates and delivery capabilities.
- Engage with client stakeholders and other knowledgeable resources to validate service requirements, explore solution options and identify service integration requirements.
- Lead the definition of a Managed Services solution that meets the agreed requirements.
- Work closely with Presidio delivery teams, including offshore delivery centers and third parties to realize service estimates in accordance with the Presidio Solutioning guidelines.
- Identify all service costs and populating cost models accurately to ensure a full visibility of costs related to establishing and delivering the service over the contract term.
- Create and document a Solution Plan and engage internal stakeholders as required to populate the Presidio 'Deal Review System' and support an internal sign-off (at regional, area and global levels) of costs and risk.
- Identify and mitigate solution risks.
- Support the development of pricing and commercial strategies and commercial dialogue with clients.
- Support sales activity in presenting our solution approach and methods to client stakeholder groups.
- Plan for and support service implementation, transition, and introduction activities.
- Establish and maintain effective working relationships with Presidio Solution Area and Business Development communities.
- Build and maintain competitive edge in the market to deliver growth.
- Effectively position Presidio's Managed Services offerings, both internally and externally with our clients and partners, including evangelizing Presidio's capabilities and value proposition.
- Share client outcomes and market conditions with other stakeholders so that the global offering leads, and Managed Services community can evolve strategies and develop innovative solutions for the future.
Working location may vary; travel to client locations will be required, including occasional travel to our global delivery centers as dictated by the business and requested by the regional teams.
Required Skills:- Demonstrated track record in leading Managed Services technology teams, solutioning and deal shaping acumen. You bring energy to our clients and the various people you interact with daily.
- Selling to senior client leadership/ CXO; leading negotiations or developing business terms and conditions.
- Has led service introduction and/or service transition AND has been responsible for ensuring entire deal delivered value as defined.
- Has worked in an environment with global delivery and in multiple geographies and industries.
- Demonstrates a structured and considered approach to written and oral communication. Able to communicate potentially complex solutions to less technical people.
- Able to define solution elements even when all the required information is not available. Realizes and documents reasonable assumptions.
- Extensive interaction with C-level executives.
Education and Experience:- Bachelor's Degree or the equivalent work experience and/or military experience.
- 10+ years of overall experience in technology industry leading a team of solution architects.
- Strong point of view on emerging trends in AIOps, Managed Services, Application Development - DevOps, Cloud Native Application, Microsoft Development platforms and Open-Source Software, Cloud platforms like Azure, data analytics, containers, RPA and intelligent automation.
- Comfortable working with estimating, costing and working with Finance and Sales Leads on pricing models. Demonstrates strong analytical skills, ability to analyze client provided data. Detailed knowledge of Managed Services service and delivery models, including global and distributed delivery models. Proficiency in Application and Cloud/Infrastructure Managed Services.
- Solution planning and deal shaping expert. Able to create compelling value proposition and leverage available assets and capabilities to craft the solution.
Applications will be accepted on a rolling basis.
