DES Practice Presales Lead - ICM
Sutherland Open · verified Sep 30, 2026 At a glance
Senior Solutions & Sales Engineering role at Sutherland. Troy · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Set the ICM growth plan and build qualified pipeline across current accounts and new prospects
- Develop CIO, CTO, CISO and other senior relationships to uncover whitespace before RFPs
- Shape complex cloud, infrastructure, security and managed-services deals with offshore solutioning teams
- Create customer-specific viewpoints, workshops and transformation proposals for executive buyers
- Lead commercial positioning, partner co-selling and strategic deal closure with sales and hyperscalers
What you bring
- At least twenty years across IT services, consulting, systems integration or managed services
- Deep infrastructure and security experience, including complex cloud or managed-services sales
- A record of owning meaningful technology-services revenue or P&L responsibilities
- Experience creating large opportunities before formal RFPs and engaging C-suite buyers
- Working experience with AWS, GCP, Oracle or Microsoft partner ecosystems and offshore delivery teams
Who this fits
This role suits a senior infrastructure and security business leader who can open accounts, create demand, shape propositions and close strategic deals. You will work onsite in Troy and partner with sales, client partners, marketing, business development, hyperscalers and offshore teams.
From the employer
About Sutherland
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.
Sutherland
Unlocking digital performance. Delivering measurable results.
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.
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.
Not this one either?
Claude or ChatGPT reads the other 90,910 for you.
Get better matches →
