Role Description
- Role Overview: We are seeking a dynamic and experienced Infrastructure Presales Leader with 15–20 years of expertise in infrastructure services presales. This role is ideal for a proactive, self-driven professional who thrives in high-stakes pursuits, works independently, and adapts quickly to evolving client needs. The position requires frequent domestic and international travel for customer meetings, solution workshops, and bid defenses.
You will lead
end-to-end solutioning
across build, operate, and transform/migrate engagements for
global enterprise clients (Americas, EMEA, APAC)
— delivering business-aligned, technically robust proposals across infrastructure towers. You’ll act as the bridge between client challenges and feasible, outcome-driven solutions.
Key Responsibilities
Presales Leadership & Deal Ownership
- Drive end-to-end presales activities including proposal development, solution articulation, internal approvals, client presentations, pricing models, and SoW finalization.
- Independently manage large, multi-tower deals across Compute, Storage, Network, DC Operations, Backup, and Databases in both greenfield and brownfield environments.
- Develop solution themes aligned to business use cases, client pain points, and transformation goals.
Client-Facing Engagements
- Travel frequently (India and abroad) for:
- Client meetings, Solution workshops, Bid defenses, Capability presentations, Vendor discussions, and Analyst meetups.
- Present confidently to CIOs, CTOs, and IT leaders, integrating both technical architecture and business value in presentations and discussions.
Technology & Solution Development
- Architect and package solutions across the Build–Operate–Transform (BOT) spectrum:
- Build: Data center setup, infra rollouts, greenfield deployments.
- Operate: Managed services (24x7 operations), Command center, Service integration.
- Transform/Migrate: Lift & Shift, PaaS migrations, DC consolidation, Hybrid infrastructure enablement.
- Ensure alignment with delivery capabilities, SLAs, toolsets, and partner ecosystem.
Collaboration & Stakeholder Management
- Lead internal solution reviews and coordinate approvals across multiple practices.
- Collaborate with delivery, finance, and service owners to ensure solution viability and commercial alignment.
Commercial Structuring
- Develop optimized pricing models in collaboration with finance:
- Managed services (FTE-based, outcome-based)
- Capacity/consumption-based pricing
- T&M and milestone-based commercials
- Innovative and trend-aligned pricing structures
Thought Leadership & Enablement
- Mentor junior team members and promote presales best practices.
- Track market trends, competitor moves, and client priorities to refine solution positioning.
- Contribute to offering development and presales capability enhancement initiatives.
Required Experience & Skills (No Exceptions)
- 15–20 years of total experience, with 10+ years in presales or solution architecture roles.
- Hands-on expertise in at least one core infrastructure tower (Compute, Network, Storage, or DC Operations).
- Strong grasp of infrastructure lifecycle models (Plan–Build–Run / Build–Operate–Transform).
- Proven experience leading large, multi-tower global deals through to SoW sign-off.
- Ability to handle defense meetings independently, both in-person and virtual.
- Excellent communication and presentation skills for CXO-level engagements.
- Capable of independently managing proposal writing (Docs, PPTs), effort estimations, and pricing.
- Willingness to work across time zones, including late nights, weekends, and holidays as required for client pursuits.
Technology & Domain Focus
- Compute: Virtualization (VMware/Hyper-V), bare-metal provisioning, server builds.
- Storage: SAN, NAS, Backup & Archival, Storage Tiering (NetApp/EMC/Dell/HP arrays).
- Network: LAN/WAN, SD-WAN, MPLS, Firewalls, Load Balancers, Switching/Routing.
- Data Center Ops: Remote hands, IMAC, rack & stack, DC moves, colocation.
- Database: Oracle, SQL, MySQL – backup, HA/DR, support models.
- Tooling: Monitoring (SolarWinds, OpsRamp, DataDog), CMDB, ITSM, ITOM, NCCM, NPM.
Note
We are
not
looking for operational managers, delivery managers, account managers, or business development managers.This role is specifically for
seasoned Infrastructure Architects
with
strong presales expertise
on
RFPs/RFIs/RFQs
and
global client exposure.
Skills
Presales, Data Center, Cloud Computing,Networking,Vmware
