DES Practice Presales Lead - ICM
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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.
Requirements
Function: Engineering
Experience Level: Mid-Senior Level