DES Practice Presales Lead - ICM

About the job

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.

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

Recruiter Screening Focus

• 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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