Role Overview

Bristlecone is seeking a Director of Presales to lead the technical selling motion for its Cloud Engineering and Product Engineering Services practice. This is a practice-defining role: you will be Bristlecone's primary technical voice in competitive pursuits, the architect of winning proposals, and the strategic bridge between client business problems and Bristlecone's engineering capability.

You will work in close partnership with Account Managers, Practice Heads, and Delivery Directors to shape opportunities, respond to RFPs, lead solution workshops, and build the repeatable presales assets that scale Bristlecone's pipeline across named strategic accounts and new logo acquisitions alike. The ideal candidate combines deep cloud and engineering solutioning expertise with executive-level presence, sharp commercial instincts, and a hunger to win

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Key Responsibiliti

esDelivery Governance & Client Management (35

%)Own the end-to-end delivery lifecycle for multiple concurrent client engagements spanning discovery, implementation, and post-go-live managed servic
esMaintain rigorous delivery governance including Steering Committee cadences, weekly/monthly status reviews, risk registers, and executive dashboar
dsEnsure all delivery commitments are being met on scope, schedule, quality, and budget; proactively surface risks and implement mitigation actions before they become escalatio
nsServe as the primary delivery relationship owner with key stakeholders (Internal & Client side) Directors, VPs, and CXOs across Bristlecone's named strategic accoun
tsTranslate complex client business challenges into actionable delivery strategies and ensure tight alignment between client expectations and Bristlecone delivery outcom
esDrive financial accountability across the Accounts including revenue recognition, profitability targets, margin improvement, and cost optimizati
onEnsure continuity of services through robust transition planning and operational resilience protoco

ls
Technology Leadership & Innovation (3

5%)Champion the adoption of cloud-native architectures (AWS, Azure, GCP), low-code platforms, and AI/GenAI capabilities within client deliv
eryLead the evaluation and productionization of AI-augmented engineering practices across delivery teams, including AI coding assistants (GitHub Copilot, Amazon Q), intelligent test generation, and automated code review tooling to improve delivery velocity and code qual
ityHands-on delivery oversight of full-stack engineering programs spanning frontend frameworks (React, Angular, Vue), backend services (Java/JEE, Node.js, Python), and cloud-native runti
mesExperience leading delivery of custom application development programs for digital transformations for both internal enterprise users and external customer-facing products, including web applications, mobile platforms, portals, and self-service to
olsExperience governing delivery across the full SDLC from requirements and architecture through engineering, QA, UAT, and production release for complex multi-stakeholder progr
amsPromote engineering best practices across delivery teams including DevOps pipelines, test automation, CI/CD, microservices patterns, and clean core princip
lesDrive continuous improvement through retrospectives, delivery framework enhancements, and adoption of emerging technologies that create measurable client value, support account growth and competitive advant

age
People Leadership & Team Development (

20%)Lead, mentor, and develop large, distributed teams of 100 to 150+ engineers across onshore, nearshore, and offshore delivery locat
ionsDesign and execute workforce planning and talent optimization strategies to ensure the right skills are deployed against the right delivery n
eedsBuild new capabilities and leadership pipelines by identifying new areas and developing next-generation Development managers and QA Mana
gersManage performance, resolve resource conflicts and escalations, and maintain high team engagement and reten
tionCreate a culture of accountability, continuous learning, and client-first thinking across all delivery t

eams
Business Development & Growth

(10%)Proactively identify upsell and cross-sell opportunities within named accounts and develop structured growth strategies in partnership with account and sales
teamsContribute to RFP responses, SOWs, and business proposals by providing delivery credibility, effort estimation, and risk fr
amingLeverage strong delivery track records to support new logo acquisition conversations and capability showcase e
ventsWork with the PES practice head to ensure delivery outcomes feed into Bristlecone's go-to-market narrative across targeted vert

icals
Expe

rience18 to 22+ years of IT program delivery experience, with a minimum of 6 to 8 years in senior delivery leadership roles (Delivery Director, Senior Delivery Manager, or equiv
alent)Demonstrated track record managing multi-million-dollar client accounts and global delivery port
foliosDeep experience with onshore-offshore delivery models across India, US, and nearshore loc
ationsDomain exposure in one or more of: Life Sciences, Consumer Goods, Manufacturing, Retail, Agribusiness, or other related ver

ticals
Technical Compe

tenciesCloud Platforms: Hands-on familiarity with AWS, Azure, or GCP delivery programs and cloud-native application architectures, Lift & Shift strategies (Experience with any of the
cloud)Engineering Practices: Proficiency in Agile (Scrum, SAFe), DevOps, CI/CD, microservices, and modern test automation fra
meworksAI-Augmented Engineering: Familiarity with AI coding assistants (GitHub Copilot, Cursor, Amazon Q, Codex, Claude) and their impact on developer productivity, code quality, and delivery velocity within engineerin
g teamsAI Integration Patterns: Experience overseeing delivery of AI-powered features embedded within enterprise applications, including chatbots, intelligent document processing, recommendation engines, and predictive analytics

modules
Leadership & Commercia

l SkillsExceptional executive-level communication and stakeholder management skills; able to command credibility in CXO conve
rsationsStrong commercial acumen with experience managing P&L, margin optimization, and revenue recognition for large delivery po
rtfoliosProven negotiation and conflict resolution skills for managing complex multi-party delivery envi
ronmentsAbility to thrive in ambiguity, navigate organizational complexity, and drive results under challenging t
imelinesStrong analytical mindset with the ability to synthesize delivery data into executive-level insights and recomme

ndations
Preferred Quali

ficationsCloud certifications: Good to have (any of the certifications) AWS Certified Solutions Architect, Azure Solutions Architect Expert, or GCP Professional Cloud
ArchitectPMP, PgMP, or equivalent program management cert
ificationExperience working in a professional services environment with billable delivery accou

ntability

Director, Delivery Management