DES Practice Presales Lead - ICM

Sutherland
United States
Workplace: OnsiteFull timeFunction: Solutions Engineering & Sales EngineeringExperience: 20+ yearsSkills: ["Strategic selling","Executive relationship development","Commercial negotiation","Executive communication","Strategic account development"]

Lead the ICM business’s infrastructure and cloud practice growth by defining go-to-market strategy, building strategic pipeline, and shaping complex large-deal opportunities before formal RFPs. Develop executive relationships with CIO/CTO/CISO leaders, partner with an offshore COE to craft customer-specific POVs and managed-services proposals, and drive co-sell motions with hyperscalers including AWS, Google Cloud, Oracle, and Microsoft.

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FursaFursa
Sutherland
Sutherland
14 hours ago

DES Practice Presales Lead - ICM

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Last checked: 10 hours agoStatus: Live

Job Summary

Lead the ICM business’s infrastructure and cloud practice growth by defining go-to-market strategy, building strategic pipeline, and shaping complex large-deal opportunities before formal RFPs. Develop executive relationships with CIO/CTO/CISO leaders, partner with an offshore COE to craft customer-specific POVs and managed-services proposals, and drive co-sell motions with hyperscalers including AWS, Google Cloud, Oracle, and Microsoft.
Location: United States
Workplace: Onsite
Employment Type: Full time
Job Function: Solutions Engineering & Sales Engineering
Seniority: Sr. Director level

Key Responsibilities

  • •Define and execute the ICM growth and go-to-market strategy.
  • •Build and manage strategic pipeline across existing accounts and new logos, including whitespace identification before RFPs.
  • •Develop CIO/CTO/CISO and senior executive relationships and lead strategic account penetration and land-and-expand motions.
  • •Shape large, complex opportunities with the offshore COE by creating customer-specific POVs, workshops, and transformation propositions.
  • •Drive GTM alignment with Sales, Client Partners, Marketing, and Business Development; lead executive positioning and commercial strategy through deal closure.

Key Requirements

  • •20+ years of experience in IT services, consulting, systems integration, or managed services.
  • •Strong infrastructure and security background with experience selling complex cloud, infrastructure, security, or managed-services engagements.
  • •Proven ownership of significant technology-services revenue or P&L, including experience demonstrating and shaping large opportunities before RFP.
  • •Strong strategic account-development experience with proven C-suite engagement and ability to lead executive positioning, commercial strategy, and deal closure.
  • •Experience with AWS, GCP, Oracle and/or Microsoft partner ecosystems, including working effectively with offshore solutioning and delivery organizations.
Experience:20+ yearsIT servicesConsultingSystems integrationManaged services
Skills:Strategic sellingExecutive relationship developmentCommercial negotiationExecutive communicationStrategic account development
Languages:Bengali
Tech Stack:CloudInfrastructureSecurityResilienceAI-enabled OperationsManaged ServicesAWSGoogle CloudGCPOracleMicrosoftSREAIOps

Company Brief

Sutherland
Global digital transformation and business process services firm offering AI, automation, cloud engineering, analytics and customer experience solutions to enterprises across industries.
Industry: Professional Services
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Established Company
Funding: Private Equity Backed
Headquarters: Pittsford (Rochester), NY, United States
Founded: 1986
Glassdoor
Glassdoor: 3.5
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