Sutherland

DES Practice Presales Lead - ICM

Troy, NY, United States · On-site · Full-time

Apply on the employer’s site ↗See how well you match this job

You apply directly with the employer. ROLIVA does not submit applications from this page and is not the employer.

About the role

Description from the employer’s posting. Check the employer’s page for the current version.

EmployerSutherland
LocationTroy, NY, United States
Work styleOn-site
Employment typeFull-time
Employer posted21 days ago

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.

Show full description

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

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.

EEOC and Veteran Documentation
During employment, employees are treated without regard to race, color, religion, sex, national origin, age, marital or veteran status, medical condition or handicap, or any other legally protected status.
At times, government agencies require periodic reports from employers on the sex, ethnicity, handicap, veteran and other protected status of employees. The purpose of this Administrative EEO Record is for statistical analysis only and is used to comply with government record keeping, reporting, and other legal requirements. Periodic reports are made to the government on the following information. The completion of the Administrative EEO record is optional. If you choose to volunteer the requested information, please note that all
Administrative EEO Records are kept in a Confidential File and are not part of your Application for Employment or Personnel file.
Please note: YOUR COOPERATION IS VOLUNTARY. INCLUSION OR EXCLUSION OF ANY DATA WILL NOT AFFECT ANY EMPLOYMENT DECISION.

See how well you match this job Apply on the employer’s site ↗

Check your resume against this job Free, no sign-up. Nothing you paste is stored.

Staying safe while you apply

Never pay to apply, interview or accept an offer. ROLIVA never asks you for payment to apply to a job.
Apply only through the official “Apply on the employer’s site” button, on the employer’s own site, and check that a recruiter’s email uses that employer’s own domain rather than a free email address.
Be cautious of an offer made with no real interview, or pressure to decide quickly or share financial details early.

Does something look wrong with this listing? Use “Report broken link” in the role details, or read ROLIVA’s full job-safety guidance ↗.

Preparing for this role with ROLIVA

Check the fit.
Compare the requirements with the experience you have confirmed, including gaps.
Prepare honestly.
Build interview stories and application drafts from your own evidence.
Keep track.
Save the role and record your own application status and follow-ups.

Create a free workspace or log in.