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.