CoE & Presales - Infrastructure & Cloud

Role Summary

You will own the Infrastructure & Cloud solution portfolios end‑to‑end—defining standard offerings, enabling our sales organization to create demand, leading the pre‑sales team to shape deals, and orchestrating high‑quality responses to RFPs. You’ll continuously scan the market, identify new growth opportunities, and convert them into commercially viable solution offerings with clear value, pricing, and delivery models. Where relevant, you will partner with cloud specialist sales and cloud architect/pre‑sales functions to hunt, shape, and win opportunities.

The Role

1) Offering Strategy & Portfolio Management

• Define and maintain the standard solution offering catalog across IT infrastructure (compute, storage, network, DC facilities) and public/hybrid cloud (IaaS, PaaS, managed services, FinOps, migration, modernization).
• Establish offer business cases, commercial models, pricing guardrails, and margin targets; align with Finance and Delivery on cost models, SLAs, and handover criteria.
• Govern versioning, lifecycle, and roadmaps; retire or refresh offers based on performance and market signals.
• Ensure offer differentiation is grounded in partner capabilities (e.g., AWS, Azure, Huawei, Cisco) relevant to the local market.

2) Demand Generation & Sales Enablement

• Create compelling narratives, battlecards, and discovery guides for sales; run enablement sessions and solution playbooks tailored to priority industries.
• Collaborate with Marketing to launch campaigns, case studies, and references that convert pipeline.
• Build partner co‑sell motions and incentives with hyperscalers and OEMs; secure MDF/market funding where applicable.

3) Pre‑Sales Leadership

• Lead the pre‑sales team (architects, solution consultants) to shape customer outcomes: requirements discovery, solution architecture, sizing, BOM, TCO/ROI.
• Drive bid qualification (Go/No‑Go) and pursuit strategy; allocate resources, set win themes, and ensure solution governance and compliance.
• Institute solution review boards, quality gates, and reusable assets to accelerate time‑to‑quote and reduce non‑standard work.

4) RFP / Proposal Excellence

• Own RFP response process: structure, content, compliance matrix, assumptions/risks, and executive summaries.
• Coordinate with Legal, Finance, Delivery, Security, and Alliances to de‑risk proposals and secure approvals.
• Maintain a proposal library (past responses, CVs, references, diagrams) and enforce editorial standards.

5) Market Intelligence & Growth

• Monitor market trends (technology changes, pricing shifts, certifications, competitive plays) and translate insights into new offerings and sales motions.
• Identify adjacencies (e.g., hybrid cloud ops, managed SRE, data platform landing zones, edge/AI infra) and prioritize based on TAM, feasibility, and strategic fit.
• Shape tenders and influence specs through early engagement, reference architectures, and proof‑of‑concepts.

6) Stakeholder & Partner Management

• Align with Account Sales, Delivery/PMO, Security/Compliance, Finance, Legal, and Marketing to ensure offerings are sellable and deliverable.
• Build/maintain vendor & alliance strategy and competitive pricing with focused partners.

Required Qualifications

• 10+ years in solution offering management, pre‑sales leadership, or solutions architecture across infrastructure and cloud.
• Proven experience developing standard offerings and leading complex RFPs with multi‑stakeholder governance.
• Deep knowledge of IaaS/PaaS architectures, hybrid cloud patterns, landing zones, security & compliance, and infra modernization.
• Hands‑on with cost modeling, pricing, and margin management; comfortable with executive business cases.
• Cloud/vendor credentials (e.g., AWS/Azure/Huawei solution architect, Cisco networking) strongly preferred.
• Excellent storytelling, stakeholder management, and people leadership; able to coach architects and sellers.
• Bachelor’s degree in Computer Science/Engineering or equivalent.