Head of Sales - Digital Workplace Services

About TecezeTeceze is a global Digital Innovation & Excellence company with 12+ years of industry expertise, $85M in annual revenue, and 4,500+ skilled technical professionals operating across 95+ countries from 35+ global office locations. We partner with leading Global Systems Integrators (GSIs) including HCL, Infosys, Accenture, Wipro, NTT, Capgemini, and others to deliver transformative Digital Workplace solutions.Our managed services span EUC Device Lifecycle Management, Network Transformation, Digital Workplace Advisory & Enablement, Cloud & Infrastructure, Warehouse-as-a-Service, and Cybersecurity. We support 3.2 million end users, manage 7.5+ million devices, and handle 5.1 million tickets per year with a 97.2% SLA attainment rate. Teceze holds ISO 27001, ISO 9001, ISO 14001, ISO 45001 certifications and is pursuing SOC 2 Type 2 (Q1 2026).Role PurposeThe Head of Sales — DWP Services will be the commercial leader responsible for driving $50 million USD in annual revenue from managed Digital Workplace service lines globally. This senior leadership role demands an individual who can build and execute a scalable go-to-market strategy, cultivate C-level and VP-level relationships within GSI partner ecosystems, and close complex, multi-country managed services deals across EMEA, North America, APAC, and LATAM.This individual will own the full sales cycle from pipeline generation through deal closure and handover to delivery, operating at the intersection of strategic partnerships and enterprise sales. The role is critical to Teceze’s growth trajectory as the company scales its DWP practice globally.Key Responsibilities1. Sales Strategy & Revenue OwnershipOwn and deliver the $50M annual managed DWP revenue target with clear quarterly milestones and monthly forecasting cadenceDevelop and execute a multi-channel go-to-market strategy targeting GSI partner ecosystems Define regional sales plans covering EMEA, North America, APAC, and LATAM aligned to Teceze’s delivery footprint across 95+ countriesBuild a balanced pipeline across new logo acquisition (40%), existing account expansion (40%), and strategic deal renewals (20%)Set pricing strategy, commercial models, and competitive positioning for managed DWP service lines including EUC, Network, Cloud, Warehouse, and Cybersecurity2. GSI & Strategic Partner DevelopmentServe as the senior commercial relationship owner for Teceze’s top GSI partners, building trust and expanding the subcontract pipelineDevelop joint business plans with GSI partner sales leadership to align on target accounts, revenue commitments, and go-to-market activitiesIdentify and pursue new GSI partnerships beyond the existing 18+ technology alliances to broaden market accessRepresent Teceze at partner events, QBRs, and executive steering committees3. Enterprise Sales & Deal LeadershipPersonally lead and close complex, multi-country managed DWP engagements valued at $2M–$10M+Orchestrate cross-functional pursuit teams including pre-sales, solution architects, delivery, finance, and legalManage RFP/RFI responses, solution presentations, proof-of-concept initiatives, and executive-level negotiationsEnsure seamless deal-to-delivery handovers with clear SOWs, SLA commitments, and transition plans4. Team Leadership & Capability BuildingRecruit, develop, and lead a high-performing sales organisation of 10–15 including Regional Sales Directors, Business Development Managers, Pre-Sales Solution Architects, and Inside Sales Representatives across EMEA, NA, APAC, and LATAMEstablish a sales enablement programme including playbooks, battle cards, win/loss analysis, and competitive intelligenceImplement a rigorous sales methodology (e.g., MEDDPICC, Challenger, or Solution Selling) across the teamMentor and coach team members on complex deal strategy, stakeholder management, and value-based selling5. Market Intelligence & Thought LeadershipMonitor and report on competitive landscape, market trends, and emerging opportunities in Digital Workplace, DEX, endpoint management, cloud infrastructure, and cybersecurityPartner with Marketing to develop DWP thought leadership content, case studies, and event strategiesLeverage Teceze’s proven case studies (pharma, retail, energy, FMCG, banking) to build compelling value propositionsProvide market feedback to Product/Delivery teams to shape service innovation and accelerator development6. Sales Operations & GovernanceMaintain CRM hygiene and pipeline accuracy with weekly forecasting reviews and monthly business reviewsReport to the CEO/COO and Board on revenue performance, pipeline health, win rates, and sales KPIsManage the sales P&L including team costs, travel, and business development expenditure within budgetEnsure compliance with Teceze’s governance frameworks and ISO-certified processes throughout the sales cycleKey Performance Indicators (KPIs)KPITargetAnnual Revenue Closed$50M USDQualified Pipeline (3x coverage)$150M+ rollingNew Logo Wins15–20 per yearAverage Deal Size$1M–$10M+Win Rate (qualified opportunities)≥30%Sales Cycle Duration90–180 days averageClient Satisfaction (post-sale NPS)≥50Team Retention Rate≥85%Forecast Accuracy≥80% at 90-day horizonRequired Qualifications & ExperienceEssential15+ years of progressive sales experience in IT managed services, with at least 5 years in a senior sales leadership roleDemonstrable track record of personally closing $25M+ annually in IT managed services deals, with at least 5 individual deals exceeding $3MDeep expertise in managed Digital Workplace services including EUC Device Lifecycle Management, Network Transformation, Cloud & Infrastructure, and/or CybersecurityProven success selling into or through GSI partner ecosystems (HCL, Infosys, Accenture, Wipro, Capgemini, NTT, or equivalent)Experience building and leading sales teams of 10+ across multiple geographies (EMEA, NA, APAC, LATAM required)Strong commercial acumen including P&L ownership, pricing strategy, and contract negotiation for multi-year managed services engagementsExcellent executive presence with the ability to engage CxO and VP-level stakeholders at enterprise clients and GSI partnersBachelor’s degree in Business, Technology, or related fieldHighly DesirableExperience working with or for a mid-size IT services company ($50M–$200M revenue) in a high-growth phaseKnowledge of ITIL, DEX platforms (Nexthink, 1E, Lakeside), and endpoint management ecosystems (SCCM, Intune, JAMF)MBA or Master’s degreeFamiliarity with ISO 27001, SOC 2, and Cyber Essentials compliance in service delivery contextsEstablished network within the UK and US IT services marketExperience selling Warehouse-as-a-Service, IT Asset Disposition (ITAD), or Cloud & Infrastructure managed servicesTrack record of managing $50M+ revenue portfolios in a multi-service-line IT services environment#teceze #itservices

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