Practice Sales Director - Cloud & Infrastructure Services

About the role

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, revenue realization, 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.).

Responsibilities

• 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.
• 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.
• 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

Requirements

• 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

Pay

The expected compensation for this role ranges from $200,000.00 to $280,000.00. Final compensation will depend on various factors, including geographical location, minimum wage obligations, skills, and relevant experience.

Benefits

• Full range of medical and dental benefits options
• Disability insurance
• Paid time off (inclusive of sick leave)
• Other paid and unpaid leave options