About the Role
We are seeking a highly accomplished Sales Capture Senior Manager to drive the growth of our Technology Services business through the origination, qualification, shaping, pursuit, negotiation, and closure of complex transformation opportunities. This role is focused on leading strategic sales pursuits in areas such as Software Engineering, Cloud Infrastructure, Platform Engineering, Application Modernization, DevSecOps, Intelligent Operations, Digital Engineering, and Enterprise Technology Transformation. The successful candidate will demonstrate a client-centric approach, engaging senior executives to understand business and technology challenges while developing innovative solutions that accelerate business reinvention.
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As a senior capture leader, you will generate new business opportunities, lead cross-functional pursuit teams, and secure large-scale deals that deliver measurable outcomes for clients while driving profitable growth.
Key Responsibilities
Sales Origination & Market Development
- Proactively identify, originate, and develop new opportunities across strategic and growth accounts.
- Build and strengthen executive-level relationships with CIOs, CTOs, Chief Digital Officers, Heads of Engineering, Infrastructure Leaders, and business stakeholders.
- Develop account growth strategies aligned to client technology transformation priorities.
- Drive pipeline generation and exceed annual sales and revenue targets.
- Identify emerging market opportunities in software, cloud, infrastructure, and platform modernization.
Opportunity Qualification & Deal Shaping
- Lead opportunity assessment and qualification activities.
- Evaluate business drivers, stakeholder requirements, competitive landscape, and value creation potential.
- Shape differentiated technology transformation solutions leveraging capabilities in:
- Software Engineering
- Cloud Transformation
- Platform Engineering
- Application Modernization
- Infrastructure Services
- DevSecOps & Site Reliability Engineering
- IT Operations Modernization
- Enterprise Architecture
- Cloud Migration & Optimization
- Managed Services
- Digital Product Engineering
- Automation & AIOps
- Collaborate with industry, technology, and delivery teams to create innovative and scalable client solutions.
Sales Pursuit Leadership
- Lead complex sales opportunities from qualification through contract signature.
- Develop winning pursuit strategies and account plans.
- Direct proposal development, executive presentations, and client workshops.
- Manage internal sales governance and approval processes.
- Coordinate multidisciplinary pursuit teams across multiple geographies and service lines.
- Ensure pursuit excellence and compliance with sales methodologies.
Executive Client Engagement
- Establish trusted advisor relationships with senior client stakeholders.
- Translate technical capabilities into business outcomes and value-driven propositions.
- Lead executive discussions around modernization, resiliency, innovation, cloud adoption, and digital transformation.
- Facilitate client strategy and architecture conversations that influence investment decisions.
- Position the company as a strategic partner for enterprise technology transformation.
Commercial Strategy & Negotiation
- Develop commercial structures and pricing strategies that align client value with profitable growth.
- Lead complex contract negotiations and deal governance activities.
- Identify and mitigate commercial, legal, operational, and delivery risks.
- Drive successful contract execution and smooth transition to delivery teams.
Technology & Market Leadership
- Maintain expertise in technology trends, software engineering practices, cloud ecosystems, and infrastructure modernization.
- Contribute to thought leadership, client events, and business development initiatives.
- Partner with alliance teams to leverage strategic relationships with hyperscalers and technology providers.
- Support the development of the go-to-market strategy for Software, Platform, and Infrastructure Engineering services.
Basic Qualifications
- Bachelor's degree in Engineering, Computer Science, Information Technology, Business, or a related field.
- Minimum 10+ years of experience in enterprise technology sales, consulting sales, solution selling, or business development.
- Minimum 5+ years leading large, complex technology pursuits and deal capture activities.
- Demonstrated experience selling Software Engineering, Cloud, Infrastructure, Platform, or Application Modernization solutions.
- Proven track record of achieving significant annual sales quotas and business growth targets.
Preferred Qualifications
- MBA or Master's degree preferred.
- Experience working within a global consulting, technology services, cloud, or systems integration organization.
- Experience managing and closing opportunities valued at $10M-$100M+ TCV.
- Knowledge of modern software engineering and platform development practices.
- Experience selling solutions involving:
- Cloud Migration & Modernization
- Digital Product Engineering
- Platform Engineering
- Infrastructure Transformation
- Managed Services
- Industry Cloud Solutions
- Experience with major technologies and ecosystems including:
- Microsoft Azure
- AWS
- Google Cloud Platform
- Red Hat OpenShift
- Kubernetes
- GitHub Enterprise
- ServiceNow
- SAP
- Oracle
- VMware
- Datadog
- Dynatrace
Professional Skills
- Strong executive presence and client relationship management capabilities.
- Exceptional communication, presentation, and storytelling skills.
- Strategic thinking with strong business and financial acumen.
- Ability to influence senior stakeholders across complex organizations.
- Advanced negotiation, problem-solving, and decision-making capabilities.
- Ability to lead high-performing, cross-functional pursuit teams.
- Strong understanding of technology transformation trends and business value realization.
- Ability to thrive in a fast-paced, highly competitive sales environment.
