{"id":1121404,"url":"https://alion.io/job/sutherland-des-practice-presales-lead-icm","title":"DES Practice Presales Lead - ICM","company":{"id":6648,"name":"Sutherland","domain":"sutherlandglobal.com","url":"https://alion.io/company/sutherland","size_band":"201-500","is_staffing_agency":false,"employer_type":"services","is_intermediary":false,"listed_via":null,"ats_vendor":"SmartRecruiters","truth_index":{"grade":"B","score":80,"open_postings":45,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":21,"computed_at":"2026-10-21T05:46:15Z"}},"role":"Solutions","role_family":"Solutions","seniority":"lead","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Troy, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":110000,"max_usd":229000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":610},"experience_years_min":20,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AWS","optional":false},{"name":"GCP","optional":false},{"name":"AIOps","optional":true}],"status":"live","first_seen_at":"2026-09-22T08:49:04Z","employer_posted_date":"2026-09-22","last_verified_at":"2026-10-21T18:46:25Z","board_verified":true,"closed_at":null,"days_open":29,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":29},"description":"About Sutherland\nArtificial Intelligence. Automation. Cloud engineering. Advanced analytics. For business leaders, these are key factors of success. For us, they’re our core expertise.\nWe work with iconic brands worldwide. We bring them a unique value proposition through market-leading technology and business process excellence.\nWe’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.\nFor 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.\nSutherland\nUnlocking digital performance. Delivering measurable results.\nRole Overview\nWe are seeking an experienced Infrastructure & Cloud Management Practice Head to lead market growth, strategic account development and opportunity creation for the ICM business.\nThe 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.\nThe ideal candidate will bring a strong Infrastructure and Security background, combined with demonstrated experience in strategic selling, executive relationship development and large-deal shaping.\nKey Responsibilities\nDefine and execute the ICM growth and go-to-market strategy.\nBuild and manage strategic pipeline across existing accounts and new logos.\nDevelop CIO, CTO, CISO and senior executive relationships.\nIdentify account whitespace and create opportunities before formal RFPs.\nLead strategic account penetration and land-and-expand motions.\nShape large and complex opportunities in partnership with the offshore COE.\nDevelop customer-specific POVs, workshops and transformation propositions.\nLead executive positioning, commercial strategy and strategic deal closure.\nDrive GTM alignment with Sales, Client Partners, Marketing and Business Development.\nDevelop executive-level co-sell relationships with AWS, Google Cloud, Oracle and Microsoft.\nDrive partner-led pipeline and joint account planning.\nProvide market input into the ICM offering and capability roadmap.\n Required Experience & Qualifications\n20+ years of experience in IT services, consulting, systems integration or managed services.\nStrong Infrastructure and Security background.\nProven ownership of significant technology-services revenue or P&L.\nDemonstrated experience creating and shaping large opportunities before RFP.\nStrong strategic account-development experience and proven C-suite engagement capability.\nExperience selling complex infrastructure, cloud, security or managed-services engagements.\nStrong commercial, negotiation and executive communication skills.\nExperience with AWS, GCP, Oracle and/or Microsoft partner ecosystems.\nExperience working effectively with offshore solutioning and delivery organizations.\nPreferred Experience\nInfrastructure Managed Services | Cloud Operations | Cybersecurity / Cyber Resilience | IT Resilience | SRE / AIOps | AI Infrastructure / AI Operations | Application Operations | Global SI / IT Services\n Recruiter Screening Focus\nStrategic accounts personally opened or significantly expanded.\nOpportunities created and shaped before formal RFP.\nLarge managed-services deals personally shaped and won.\nCIO / CTO / CISO relationships personally developed.\nRevenue or P&L ownership.\nHyperscaler-led GTM or co-sell experience.\nIdeal Candidate Profile\nA senior Infrastructure + Security business leader who can open the account, create the opportunity, shape the proposition and close strategic business.\nEEOC and Veteran Documentation\nDuring 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.\nAt 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\nAdministrative EEO Records are kept in a Confidential File and are not part of your Application for Employment or Personnel file.\nPlease note: YOUR COOPERATION IS VOLUNTARY. 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