Practice Sales Director – Cloud, Infrastructure Services

About the Role

We are looking for an accomplished Practice Sales Director – Cloud & Infrastructure Services (CIS) to drive business growth across the West Coast U.S. The leader will own the end-to-end sales lifecycle for CIS solutions, including pipeline development, client acquisition, account expansion, strategic pursuits, deal shaping, commercial negotiations and revenue growth.

The ideal candidate will have a strong track record selling Cloud, Infrastructure Modernization, Managed Services, Digital Workplace, Data Center, Network, Security and related technology services to enterprise and Fortune 500 clients.

This is a senior, client-facing role requiring strong relationships with CIOs, CTOs, CISOs, Chief Digital Officers, Infrastructure Heads and other technology executives .

Key Responsibilities

Sales & Revenue Growth

• Own CIS sales strategy and revenue growth across the West Coast.
• Build and manage a strong pipeline of new logos, strategic accounts and expansion opportunities.
• Drive the complete sales lifecycle from prospecting and qualification through negotiation, closure and revenue realization.
• Develop territory and account plans aligned with business growth objectives.
• Identify whitespace opportunities and expand wallet share within existing accounts.

CIS Solution Selling

• Sell integrated, outcome-based CIS solutions rather than individual technology offerings.
• Lead positioning across:
• Cloud & Infrastructure Modernization
• AWS / Azure / GCP Cloud Services
• Hybrid & Multi-Cloud
• Infrastructure Managed Services
• Data Center & Hosting
• Network & Enterprise Infrastructure
• Digital Workplace / End-User Computing
• IT Operations & Service Management
• Cybersecurity & Infrastructure Security
• Observability, AIOps & Automation
• AI-ready Infrastructure
• Translate complex technology capabilities into measurable business outcomes, including cost optimization, modernization, resilience, scalability and operational efficiency.

Enterprise & CXO Engagement

• Establish trusted-advisor relationships with CIO, CTO, CISO and senior IT leadership.
• Conduct executive-level discovery and consultative selling.
• Develop compelling business cases, value propositions and transformation roadmaps.
• Represent the organization at executive briefings, industry events and client forums.

Large Deal Leadership

• Lead and influence complex, multi-tower transformation and managed-services pursuits.
• Own deal strategy, qualification, solution positioning and commercial discussions.
• Partner with pre-sales, architects, delivery, finance, legal and contracting teams.
• Drive RFP/RFI responses, proposals, SOW development and pricing negotiations.
• Maintain strong governance through closure and transition to delivery.

Partner & Ecosystem Development

• Develop strategic relationships with hyperscalers and technology partners including AWS, Microsoft Azure, Google Cloud, ServiceNow, Cisco, VMware/Broadcom and other relevant ecosystem partners .
• Build joint GTM initiatives and co-selling opportunities.
• Leverage partner relationships to create new pipeline and accelerate enterprise deals.

Ideal Candidate Profile

• 12–18+ years of experience in enterprise IT services, technology consulting or digital transformation sales.
• Strong experience selling Cloud, Infrastructure, Managed Services or CIS solutions .
• Proven success selling to Fortune 500 / Global 2000 enterprises .
• Demonstrated ability to originate and close $5M–$25M+ complex services deals .
• Strong West Coast enterprise network, particularly across California, Pacific Northwest and Southwest .
• Existing relationships with CIOs, CTOs, CISOs and senior technology executives preferred.
• Experience with consultative, value-based and solution-led selling.
• Strong understanding of cloud transformation, infrastructure modernization and managed services.
• Experience leading large RFP/RFI and competitive pursuits.
• Strong executive presence, communication and negotiation skills.
• Ability to work collaboratively across sales, solutioning and delivery organizations.