Presales Head

Job Description

Presales Head – Infrastructure & Cloud Management (ICM)

Location: North America (Onsite)

Experience: 15+ Years

Position: Presales Head | VP / Senior Leadership

We are looking for a dynamic and accomplished Presales Head – Infrastructure & Cloud Management to drive business growth, strategic opportunity creation and large-deal acquisition across North America.

This is a senior, market-facing leadership role for a business-oriented technology leader with deep expertise in Cloud, Infrastructure, Cybersecurity, Cloud Transformation and Managed Services , coupled with a strong track record of building executive relationships, developing hyperscaler partnerships and independently creating, shaping and winning strategic deals.

Key Responsibilities

• Define and drive the overall ICM presales strategy, business growth and go-to-market initiatives.
• Build and manage a strategic opportunity pipeline across existing accounts and new logos.
• Develop strong relationships with CIOs, CTOs, CISOs and other senior customer stakeholders.
• Proactively identify account whitespace and originate opportunities ahead of formal RFPs.
• Independently lead and own large, complex deals from opportunity identification through solution positioning, commercial negotiations and closure.
• Drive strategic account penetration, customer acquisition and land-and-expand initiatives.
• Establish executive-level partnerships and joint GTM initiatives with AWS, Microsoft Azure, Google Cloud and Oracle.
• Shape differentiated transformation propositions, customer-specific POVs, pilots and AI-led solutions.
• Drive strategic deal positioning, competitive differentiation and commercial strategy.
• Work closely with Sales, Client Partners, Hyperscalers, Solutioning, Practice and Global Delivery teams to convert opportunities into business wins.

Mandatory Skills & Experience

• 20+ years of overall experience in IT Services, Infrastructure, Cloud, Security, Consulting or Systems Integration.
• Strong technical foundation with 10–15 years of hands-on experience across Cloud, Infrastructure, Cybersecurity, Transformation and Managed Services.
• Proven track record of personally originating, shaping and winning large and complex deals.
• Experience independently leading presales and opportunity creation, beyond simply contributing to RFP responses.
• Demonstrated success in opening strategic accounts or significantly expanding existing customer relationships.
• Strong, personally developed relationships with CIOs, CTOs and CISOs.
• Proven hyperscaler ecosystem experience, including joint GTM, co-sell initiatives and deal development with at least one of AWS, Microsoft Azure or Google Cloud.
• Good understanding of AI-led infrastructure solutions, AI-enabled operations, AIOps and the evolving cloud ecosystem.
• Excellent executive communication, influencing, negotiation and commercial management skills.
• Experience collaborating with global offshore solutioning and delivery organizations.