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.