Managed Services Pre-Sales Lead

The Managed Service Pre-Sales Lead for Americas Region is responsible for driving the sales strategy across North America and Latin America.

• Lead the Managed Services sales organization across CSP and Enterprise markets in the Americas, driving new business, recurring revenue growth, strategic account expansion, and market development.
• Own the end-to-end sales lifecycle from market strategy, opportunity development, and solution shaping through commercial negotiation, contract award, and transition to delivery.
• Build executive-level customer relationships and position Managed Services as a strategic lever for operational transformation, cost optimization, service quality, and business agility.
• Partner with Services Delivery, Solution Architecture, Product, Engineering, Finance, Legal, and Customer Success to develop differentiated, profitable, and scalable Managed Services solutions.
• Develop and execute the Managed Services go-to-market strategy across CSP and Enterprise segments, identifying priority markets, accounts, and growth opportunities.
• Build and manage a strong pipeline of strategic opportunities spanning network operations, infrastructure operations, NOC/service desk, cloud and edge operations, automation, and adjacent services.
• Lead complex Managed Services pursuits from opportunity creation through solution development, RFP/RFI response, pricing, negotiation, and contract closure.
• Develop customer value propositions and business cases demonstrating measurable outcomes such as cost reduction, operational efficiency, improved availability, and accelerated transformation.
• Lead executive customer engagements and strategic workshops to understand business priorities, operational challenges, and transformation roadmaps.
• Shape commercial and operating models with cross-functional teams, ensuring alignment across scope, SLAs/KPIs, staffing, automation, transition, risk, pricing, and profitability.
• Drive expansion of existing accounts through additional service towers, geographic expansion, new technologies, automation, and transformation initiatives.
• Establish sales governance covering pipeline, forecasting, opportunity qualification, pricing, deal approval, and pursuit execution.
• Ensure effective handover of awarded contracts into delivery while maintaining customer commitments, commercial objectives, and business outcomes.

COMMERCIAL & BUSINESS ACCOUNTABILITY

• Own sales performance across assigned markets, including bookings, revenue, recurring revenue, pipeline, gross margin, and customer growth.
• Develop multi-year account growth strategies and prioritize resources toward high-value opportunities.
• Partner with Finance and business leadership on pricing, business cases, deal economics, risk, and commercial approvals.
• Track and improve key metrics including pipeline coverage, win rate, bookings, recurring revenue, margin, sales cycle, and customer retention/expansion.

CUSTOMER & MARKET LEADERSHIP

• Establish trusted relationships with C-suite and senior executives across CSP and Enterprise customers.
• Position the organization as a strategic Managed Services partner rather than a transactional service provider.
• Identify emerging opportunities across network transformation, cloud, edge, AI/automation, infrastructure modernization, and next-generation operations.
• Represent the Managed Services portfolio with customers, partners, and industry stakeholders.
• The final job grade will depend on the candidate's qualifications, skills, and experience.

SUCCESS IN THE FIRST 12–18 MONTHS

• Establish a clear Managed Services growth strategy and prioritized target-account plan across CSP and Enterprise markets.
• Build a healthy, qualified pipeline that supports the organization's growth and recurring-revenue objectives.
• Secure initial strategic Managed Services wins and establish a strong foundation of multi-year customer relationships.
• Expand selected existing customer engagements through new service towers, geographies, technologies, and transformation programs.
• Establish a repeatable sales and pursuit model with strong forecasting, qualification, commercial governance, and cross-functional execution.
• Strengthen executive relationships with strategic customers and establish the organization as a trusted Managed Services transformation partner.
• Deliver measurable improvement in bookings, recurring revenue, margin, pipeline quality, and customer expansion.
• 15+ years of progressive experience in Managed Services, services sales, outsourcing, telecommunications, IT services, cloud services, or related technology services.
• Proven success leading complex Managed Services sales engagements with CSPs, Enterprise customers, or large technology organizations.
• Demonstrated track record of securing significant, multi-year and recurring-revenue services contracts.
• Experience leading complex pursuits from opportunity development through solutioning, commercial negotiation, contract award, and transition to delivery.
• Strong understanding of Managed Services operating models, including NOC, network operations, field services, infrastructure operations, cloud/edge operations, automation, and SLA/KPI management.
• Strong executive presence and demonstrated ability to influence C-suite and senior decision makers.
• Strong commercial acumen across pricing, financial modeling, business cases, contract structures, margin, and risk.
• Experience leading cross-functional teams across Sales, Solutioning, Delivery, Engineering, Product, Finance, and Operations.
• Bachelor's degree in Business, Engineering, Computer Science, Telecommunications, or related discipline, or equivalent experience.
• Willingness to travel 25–40% across the Americas.

PREFERRED QUALIFICATIONS

• Experience selling large-scale Managed Services, network outsourcing, infrastructure outsourcing, or technology transformation programs to Tier-1 CSPs or large Enterprise customers.
• Proven experience securing multi-year Managed Services agreements with significant recurring revenue.
• Experience expanding Managed Services across multiple service towers, geographies, or technologies.
• Experience with emerging services including cloud, edge computing, private wireless, AI/automation, and network transformation.
• Experience developing new Managed Services offerings or building a sales organization within a growth-stage, joint venture, or newly formed business.
• Experience with outcome-based, consumption-based, gain-share, or other innovative Managed Services commercial models.