Sales Head ( Cloud Infrastructure services)

A Practice Sales professional is responsible for driving revenue growth for the CIS practice by winning new business and expanding existing accounts through solution-led selling.

Role Overview

The Practice Sales professional owns the end-to-end sales cycle for a defined service line, aligning client business needs with the organisations capabilities to generate profitable growth.

Key Responsibilities

1. Business Development & Revenue Ownership

Identify and pursue new business opportunities in target accounts and industries along with Geo sales teamsBuild and manage a strong sales pipeline and forecastOwn revenue targets and drive bookings for the practice

2. Client Engagement & Solution Selling

Understand client business problems and translate them into IT solutionsLead discovery discussions, workshops, and solution positioningCraft tailored value propositions and proposals

3. Opportunity Lifecycle Management

Manage the full sales lifecycle: Lead generationQualificationSolutioning along with practice/domain teamsProposal & contract negotiationClosure

4. Collaboration with Delivery & Practice Teams

Work closely with solution architects, consultants, and practice delivery teams to build winning solutionsEnsure alignment between sales commitments and delivery capability

5. Account Growth & Relationship Management

Build CXO-level relationships with key stakeholdersDrive up-sell and cross-sell within existing practice accountsAct as a trusted advisor to clients

6. Market & Practice Development

Track market trends, competitors, and emerging technologiesContribute to go-to-market (GTM) strategy for the practicePosition differentiated offerings in the market

7. Pre-sales & RFP Support

Lead or support large deal pursuits, RFP responses, and presentationsCreate solution proposals along with practice presales, pricing models, and win strategies

Key Skills Required

Strong consultative selling and negotiation skillsGood understanding of IT services and relevant technology stacksStakeholder management (especially senior executives)Ability to translate business problems into IT solutionsFinancial acumen (pricing, margins, deal structuring)

KPI / Success Metrics

Revenue vs targetPipeline size and conversion rateDeal win ratioAccount growth Margin contribution .