DES Practice Presales Lead - ICM

Sutherland; City of Troy (NY); On-site; USD 240,000 - 360,000; Full time

Job summary

Sutherland is seeking an experienced Infrastructure & Cloud Management Practice Head to lead market growth and strategic account development for the ICM business. You will collaborate with Client Partners, Sales, hyperscalers, and offshore COE to shape opportunities across Cloud, Infrastructure, Security, and AI-enabled Operations.

The ideal candidate has a strong infrastructure and security background, proven executive engagement skills, and a track record of landing large, multi-year deals.

Qualifications

• 20+ years of experience in IT services, consulting, systems integration or managed services.
• Strong Infrastructure and Security background.
• Proven ownership of significant technology-services revenue or P&L.
• Demonstrated experience creating and shaping large opportunities before RFP.
• Strong strategic account-development experience and proven C-suite engagement capability.
• Experience selling complex infrastructure, cloud, security or managed-services engagements.
• Strong commercial, negotiation and executive communication skills.
• Experience with AWS, GCP, Oracle and/or Microsoft partner ecosystems.
• Experience working effectively with offshore solutioning and delivery organizations.

Responsibilities

• Define and execute the ICM growth and go-to-market strategy.
• Build and manage strategic pipeline across existing accounts and new logos.
• Develop CIO, CTO, CISO and senior executive relationships.
• Identify account whitespace and create opportunities before formal RFPs.
• Lead strategic account penetration and land-and-expand motions.
• Shape large and complex opportunities in partnership with the offshore COE.
• Develop customer-specific POVs, workshops and transformation propositions.
• Lead executive positioning, commercial strategy and strategic deal closure.
• Drive GTM alignment with Sales, Client Partners, Marketing and Business Development.
• Develop executive-level co-sell relationships with AWS, Google Cloud, Oracle and Microsoft.
• Drive partner-led pipeline and joint account planning.
• Provide market input into the ICM offering and capability roadmap.

Skills

20+ years exp

Infrastructure background

P&L ownership

Large opportunities shaping

C-Suite engagement

Complex engagements

AWS/GCP/Oracle/Microsoft partners

Offshore collaboration

Job description

Artificial Intelligence. Automation. Cloud engineering. Advanced analytics. For business leaders, these are key factors of success. For us, they’re our core expertise.
We work with iconic brands worldwide. We bring them a unique value proposition through market-leading technology and business process excellence.

We’ve created over 200 unique inventions under several patents across AI and other critical technologies. Leveraging our advanced products and platforms, we drive digital transformation, optimize critical business operations, reinvent experiences, and pioneer new solutions, all provided through a seamless “as a service” model.

For each company, we provide new keys for their businesses, the people they work with, and the customers they serve. We tailor proven and rapid formulas, to fit their unique DNA. We bring together human expertise and artificial intelligence to develop digital chemistry. This unlocks new possibilities, transformative outcomes and enduring relationships.

Job Description

Role Overview

We are seeking an experienced Infrastructure & Cloud Management Practice Head to lead market growth, strategic account development and opportunity creation for the ICM business.

The role will be the senior market-facing leader for ICM and will work closely with Client Partners, Sales, hyperscalers, Solutioning and the offshore COE to create and shape opportunities across Cloud, Infrastructure, Security, Resilience, AI-enabled Operations and Managed Services.

The ideal candidate will bring a strong Infrastructure and Security background, combined with demonstrated experience in strategic selling, executive relationship development and large-deal shaping.

Key Responsibilities

• Define and execute the ICM growth and go-to-market strategy.
• Build and manage strategic pipeline across existing accounts and new logos.
• Develop CIO, CTO, CISO and senior executive relationships.
• Identify account whitespace and create opportunities before formal RFPs.
• Lead strategic account penetration and land-and-expand motions.
• Shape large and complex opportunities in partnership with the offshore COE.
• Develop customer-specific POVs, workshops and transformation propositions.
• Lead executive positioning, commercial strategy and strategic deal closure.
• Drive GTM alignment with Sales, Client Partners, Marketing and Business Development.
• Develop executive-level co-sell relationships with AWS, Google Cloud, Oracle and Microsoft.
• Drive partner-led pipeline and joint account planning.
• Provide market input into the ICM offering and capability roadmap.

Qualifications

Required Experience & Qualifications

• 20+ years of experience in IT services, consulting, systems integration or managed services.
• Strong Infrastructure and Security background.
• Proven ownership of significant technology-services revenue or P&L.
• Demonstrated experience creating and shaping large opportunities before RFP.
• Strong strategic account-development experience and proven C-suite engagement capability.
• Experience selling complex infrastructure, cloud, security or managed-services engagements.
• Strong commercial, negotiation and executive communication skills.
• Experience with AWS, GCP, Oracle and/or Microsoft partner ecosystems.
• Experience working effectively with offshore solutioning and delivery organizations.

Preferred Experience

Infrastructure Managed Services | Cloud Operations | Cybersecurity / Cyber Resilience | IT Resilience | SRE / AIOps | AI Infrastructure / AI Operations | Application Operations | Global SI / IT Services

Additional Information

• Strategic accounts personally opened or significantly expanded.
• Opportunities created and shaped before formal RFP.
• Large managed-services deals personally shaped and won.
• CIO / CTO / CISO relationships personally developed.
• Revenue or P&L ownership.
• Hyperscaler-led GTM or co-sell experience.

Ideal Candidate Profile

A senior Infrastructure + Security business leader who can open the account, create the opportunity, shape the proposition and close strategic business.

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