• Create, launch, maintain, and continuously improve outcome-oriented managed services offerings from concept through operational adoption.
• Develop service briefs, FAQs, solution playbooks, standard architectures, scope and responsibility matrices, contract language, SOW content, and delivery acceptance criteria.
• Establish technical, scoping, and packaging standards that make offerings easier to sell, price, contract, onboard, and support consistently.
• Use feedback from clients, Sales, Delivery, and partners to identify portfolio gaps, improve existing services, and define new go-to-market opportunities.
• Partner with Delivery to validate operational readiness, automation opportunities, support processes, documentation, and quality controls before launch.

Commercial Design & Deal Governance

• Build and maintain pricing calculators, cost models, consumption-based structures, labor assumptions, third-party costs, and margin scenarios.
• Balance client value, market competitiveness, delivery feasibility, contractual risk, and target profitability when shaping solutions.
• Participate in qualification and deal reviews, identifying technical, operational, financial, contractual, and transition risks with clear mitigation recommendations.
• Work with Sales Operations and Finance to ensure quotes, pricing schedules, bookable documents, and approval materials reflect the approved solution.

Sales Enablement & Cross-Functional Leadership

• Create and deliver seller and technical enablement for new and existing offerings, including positioning, qualification guidance, discovery questions, pricing, objection handling, and competitive differentiation.
• Collaborate across Sales, Finance, Legal, Delivery, Engineering, Operations, and executive leadership to align solution intent and organizational goals.
• Engage technology vendors and service partners to align capabilities, licensing, terms, solution dependencies, and joint go-to-market plans.
• Lead effective presales-to-delivery handoffs that communicate scope, assumptions, commitments, risks, client expectations, and success measures.

Requirements

• 7+ years of experience across managed services, IT consulting, technical product management, solutions architecture, presales engineering, or related client-facing technology roles.
• Demonstrated success designing, productizing, positioning, and selling managed services in a multi-client environment.
• Experience creating presales and offering documentation, including service briefs, proposals, SOWs, RFP responses, technical standards, and seller enablement assets.
• Strong understanding of managed services operating models, recurring revenue economics, service levels, governance, transition, support processes, delivery readiness, and continual improvement.
• Experience developing pricing models, scoping standards, cost assumptions, margin analysis, and commercial structures for complex services.
• Ability to communicate credibly with engineers, end users, business stakeholders, and C-suite executives.
• Ability to lead technical discovery, solution workshops, executive presentations, and cross-functional decision making with minimal supervision.
• Bachelor’s degree in information technology, computer science, business, or a related field, or equivalent practical experience.

Preferred Experience

• Breadth across public and private cloud, datacenter infrastructure, security, endpoint and OS management, data protection, networking, and service management.
• Experience developing differentiated or consumption-based managed services and improving delivery efficiency through automation and standardization.
• Experience forming and activating technology-partner relationships, including joint solution development and go-to-market alignment.
• Familiarity with platforms and ecosystems such as Microsoft Azure and Azure Arc, Microsoft 365, AWS, ServiceNow, Tanium, Elastic, Zscaler, Commvault, Cisco, Palo Alto, Fortinet, Pure Storage, NVIDIA, or comparable technologies.
• Working knowledge of common security and compliance frameworks such as NIST, CIS, ISO, PCI, and HIPAA.
• Experience supporting large, customized, or strategic managed services pursuits with executive visibility.

Success Characteristics

• Builder: Creates practical offerings, standards, and assets from ambiguity.
• Consultative seller: Connects technical design to measurable client outcomes.
• Commercial thinker: Understands cost, price, margin, risk, and competitive positioning.
• Technical translator: Moves fluently between engineering detail and executive value.
• Operator mindset: Designs services that can be onboarded, supported, measured, and improved.
• Collaborative leader: Builds alignment across Sales, Delivery, Finance, partners, and clients.
• Clear communicator: Produces strong documentation and leads confident presentations.
• Accountable self-starter: Manages multiple priorities with responsiveness, quality, and integrity.

Measures of Success

• Quality, clarity, competitiveness, and profitability of proposed solutions.
• Improved consistency and cycle time across discovery, scoping, pricing, proposals, approvals, and handoffs.
• Adoption and operational readiness of new or improved managed services offerings.
• Seller confidence and effectiveness using portfolio assets, tools, and training.
• Reduction in avoidable scope gaps, pricing errors, and delivery surprises.
• Contribution to qualified pipeline, closed managed services revenue, expansion opportunities, and client satisfaction.

Additional Information

This job description is not intended to be all-inclusive. The position may perform other related duties as requested to meet the ongoing needs of the organization.

Originally posted on Himalayas