Practice Head – Infrastructure & Cloud Management

Sutherland•Troy, NY

About The Position

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.

Requirements

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.

Nice To Haves

Infrastructure Managed Services
Cloud Operations
Cybersecurity / Cyber Resilience
IT Resilience
SRE / AIOps
AI Infrastructure / AI Operations
Application Operations
Global SI / IT Services

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.