Client description:

Our client is a Systems Integration, Digital Technologies, IT Services and Consulting company whose differentiated domain-driven technology solutions power the strategic business advantage of hundreds of their clients, in a hyper-converging world. Their digital transformation platform enables the Mobile, Social, Analytics, IoT and Cloud journeys of their clients.

Role details:

• Title / Role: Cloud Infrastructure Services (CIS) Practice Director / Senior Director
• Reporting to: Head of Cloud Sales (VP)
• Location: Anywhere in the US, with preference to West Coast or Central US

Role & responsibilities:

• Gauge the CIS market pulse for US, through various sources, and steer the business development strategy, to map differentiated potential opportunities / offerings and align it with the overall global strategy of the service line
• Contribute to and guide sales discussions, collaterals and interactions, to provide appropriate and customized value propositions for both proactive and reactive sales, for both hunting and farming and for sell, cross-sell and upsell opportunities
• Drive revenue growth and profits, to achieve agreed quarterly targets
• Leverage other business units to maximize revenue growth
• As a Solutions leader, steer proposal development, negotiation, and commercial terms for new opportunities
• Track and communicate progress against account plans
• Extend appropriate delivery oversight, communicate and intervene as required, leveraging appropriate client-facing interaction, escalation and governance mechanisms, across sales and delivery
• Leverage delivery excellence for client delight, creating a steady stream of referenceable customers
• Become a trusted IT advisor to the customer and participate in customer’s strategic planning
• Work closely with alliances and vertical sales lines for better outputs and growth
• Identify partners and influencers to build relationships and alliances with them to leverage their network and contacts to gain deeper access into client organizations
• Exemplify thought leadership through participation in conferences, meets and seminars
• Develop competencies and solutions of the Service Line relevant to geography
• Steer relevant solutions alliances and, if required, delivery partners
• Develop relevant case studies, proof of concepts and presentations to showcase solutions and competencies
• Mentor and develop the team to structure deals, conduct negotiations, deepen relationships to enable business growth

Candidate requirements:

• 12 + years of relevant experience
• About 15 years of overall experience
• Bachelor’s degree or equivalent

Selection process

• 2 technical rounds
• 1 HR round