[Hiring] Enterprise Sales Leader @Trianz

Role Description

The Enterprise Sales Leader (Large Deals) is responsible for driving large, complex, multi-tower technology services pursuits and securing high-value strategic deals for Trianz. This role owns the end-to-end pursuit lifecycle—from initial opportunity shaping to solution orchestration, proposal development, executive alignment, and commercial negotiation.

The AVP will work closely with CXO-level client stakeholders and internal solution, delivery, and executive teams to position Trianz as a trusted transformation partner across Cloud, Infrastructure, Digital, Data & Analytics, Modernization, and Managed Services. The ideal candidate brings a strong track record of winning large deals ($10M–$30M+), deep consultative selling expertise, and the ability to drive compelling win strategies in highly competitive environments.

Key Responsibilities

• Large Deal Acquisition & Pursuit Leadership
  • Identify, qualify, and lead strategic large-deal opportunities across targeted sectors.
  • Drive the complete large-deal lifecycle including qualification, pursuit planning, solution alignment, proposal development, and closure.
  • Build multi-year, multi-tower deal structures across digital transformation, cloud modernization, analytics, infrastructure, cybersecurity, and managed services.
  • Lead large deal workshops, discovery sessions, and value articulation sessions with client executives.
• Client & CXO Engagement
  • Build and maintain executive relationships (CIO, CTO, CISO, CDO, COO, CFO, Business Heads).
  • Shape client demand by bringing insights, benchmarks, transformation roadmaps, and industry POVs.
  • Drive trusted advisor positioning for Trianz, aligning offerings to client priorities and transformation agendas.
• Strategic Deal Orchestration
  • Orchestrate cross-functional pursuit teams including solution architects, domain experts, pricing, legal, delivery, and marketing.
  • Develop comprehensive pursuit strategies, win themes, differentiators, and competitor counter-strategies.
  • Ensure that all solutions, delivery models, and commercials meet client expectations and Trianz’s profitability/feasibility thresholds.
• Proposal, SOW & Commercial Management
  • Lead development of high-quality proposals, RFP responses, SOWs, and executive presentations.
  • Drive commercial structuring including multi-year pricing models, TCO/ROI frameworks, and investment-based deal models.
  • Manage negotiations around scope, SLAs, KPIs, cost models, and contractual terms.
• Market Intelligence & Large Deal Strategy
  • Stay current on industry trends, pricing models, competitor approaches, and emerging technologies impacting large deals.
  • Leverage market data and insights to refine deal strategies and influence Trianz's large-deal go-to-market approach.
  • Identify partnership opportunities that enhance Trianz’s ability to win large strategic deals (AWS, Azure, GCP, OEMs, SI partnerships).
• Operational Excellence
  • Maintain disciplined pipeline hygiene, forecasting accuracy, and CRM updates.
  • Ensure adherence to governance, risk, financial approvals, and corporate standards.
  • Drive regular status updates, pursuit reviews, and executive alignment meetings.

Ideal Candidate Profile

• Large Deal Pursuit Expertise
  • Demonstrated success in leading and closing large, strategic deals with total contract values of $10M or more.
  • Strong ability to evaluate and qualify opportunities effectively, ensuring focus on the most promising deals.
  • Experience managing complex, multi-year contracts and large-scale transformation or outsourcing engagements.
• Executive Presence & Influence
  • Ability to engage, influence, and build trust with senior client executives.
  • Strong storytelling, presentation, and value articulation skills.
  • Capable of leading high-stakes executive discussions and negotiation sessions.
• Solutioning Knowledge Across Digital & IT Services
  • Good understanding of:
    • Cloud transformation & managed services
    • Digital & application modernization
    • Data, analytics, and AI/ML
    • Cybersecurity & digital infrastructure
    • Automation, ITSM, and IT operations
  • Ability to translate complex solutions into business value propositions.
• Commercial & Contracting Acumen
  • Experience structuring multi-year commercial deals.
  • Strong understanding of pricing strategies, T&M vs managed services, outcome-based pricing, and risk-reward models.
  • Ability to negotiate complex contracts with procurement, legal, and finance teams.
• Strategic Thinking & Pursuit Structuring
  • Ability to develop winning strategies in competitive scenarios.
  • Strong understanding of industry trends, competitive landscape, and market dynamics.
  • Ability to design compelling win themes, value frameworks, and pursuit campaign plans.
• Collaboration & Leadership
  • Ability to lead large, cross-functional teams under tight timelines.
  • Strong planning, time management, and communication across internal stakeholders.
  • Ability to keep teams aligned and maintain momentum throughout a long pursuit cycle.
• Personal Traits
  • Highly driven, outcome-oriented, and resilient.
  • Creative problem solver with the ability to simplify complexity.
  • Agile, adaptable, and able to thrive in dynamic and competitive pursuits.

Qualifications

• 15–18+ years of experience in IT services/digital transformation sales.
• Demonstrated success leading and winning large strategic deals.
• Experience selling to Fortune 500 or large enterprise clients.
• Willingness to travel 30–50% based on pursuit needs.
• Bachelor’s degree in Computer Science, Engineering, Information Systems, or equivalent experience.

Benefits

• Trianz compensation reflects the cost of labor across several US geographic markets. The base pay ranges between USD $150,000 to $200,000.
• Comprehensive benefits including medical, dental, vision, FSA, EAP, 401(k) with Company matching, unlimited PTO, flexible schedule, and professional development assistance.