Practice Sales Director - Cloud & Infrastructure Services

Job Description The CIS Practice Sales Specialist is a senior individual contributor responsible for driving profitable growth for Cloud, Infrastructure, and related services across a defined set of strategic accounts or territories. The role owns end‑to‑end sales responsibility—from pipeline creation and deal shaping to order booking (OB), revenue realisation, and gross margin outcomes—while acting as a trusted advisor to clients. The Practice Specialist operates in a consultative, specialist‑led sales model, closely partnering with Account Executives, Solution Architects, Delivery, and Industry teams to sell outcome‑led CIS solutions (Cloud, Infrastructure Modernisation, Digital Workplace, Managed Services, AI DC, etc.). Key Responsibilities Client Engagement & Deal Shaping Act as a client‑facing CIS Practice Specialist, engaging CXOs, IT heads, and infrastructure leaders. Shape and influence large, complex deals with multi‑tower CIS scope. Lead solution positioning, value articulation, and commercials, supported by solution teams. Identify whitespace opportunities within existing accounts and expand wallet share. Solution & Portfolio Leadership Position CIS offerings including (but not limited to): Cloud & Infrastructure Modernisation Hybrid / Multi‑Cloud Managed Services Digital Workplace & End‑User Services Data Centre, Network & Infrastructure Services Emerging areas such as AI Data Centres and Observability Translate client business challenges into integrated, outcome‑led CIS solutions rather than point services. Internal Collaboration & Governance Partner with Account teams, Delivery, Finance, Legal, and Pricing for deal closure. Drive internal governance approvals (pricing, risk, commercial reviews). Ensure strong handover from sales to delivery with clear scope, assumptions, and success metrics. Performance Measures (KPIs) Team Revenue, and Gross Margin targets Deal quality (margin, risk profile, commercial robustness) Contribution to strategic and large‑deal pursuits Client satisfaction and repeat business Experience & Qualifications Experience 12–18+ years of experience in IT Services, with a strong focus on CIS / Infrastructure / Cloud services sales or solution‑led growth roles Track record of closing large, complex enterprise deals Experience working with global or large regional accounts Skills & Capabilities Deep understanding of Cloud, Infrastructure, and Managed Services economics Strong consultative and solution‑selling skills Commercial acumen across pricing, margin, and contractual structures Executive‑level communication and stakeholder management High independence, ownership, and accountability Behavioural Expectations Growth‑oriented, ownership mindset Client‑first and outcome‑driven Strong pipeline and forecast discipline Effective collaborator across sales, solutioning, and delivery teams