About Teceze
Teceze 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 Purpose
The 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 Responsibilities
1. Sales Strategy & Revenue Ownership
- Own and deliver the $50M annual managed DWP revenue target with clear quarterly milestones and monthly forecasting cadence
- Develop 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+ countries
- Build 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 Cybersecurity
2. GSI & Strategic Partner Development
- Serve as the senior commercial relationship owner for Teceze's top GSI partners, building trust and expanding the subcontract pipeline
- Develop joint business plans with GSI partner sales leadership to align on target accounts, revenue commitments, and go-to-market activities
- Identify and pursue new GSI partnerships beyond the existing 18+ technology alliances to broaden market access
- Represent Teceze at partner events, QBRs, and executive steering committees
3. Enterprise Sales & Deal Leadership
- Personally 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 legal
- Manage RFP/RFI responses, solution presentations, proof-of-concept initiatives, and executive-level negotiations
- Ensure seamless deal-to-delivery handovers with clear SOWs, SLA commitments, and transition plans
4. Team Leadership & Capability Building
- Recruit, 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 LATAM
- Establish a sales enablement programme including playbooks, battle cards, win/loss analysis, and competitive intelligence
- Implement a rigorous sales methodology (e.g., MEDDPICC, Challenger, or Solution Selling) across the team
- Mentor and coach team members on complex deal strategy, stakeholder management, and value-based selling
5. Market Intelligence & Thought Leadership
- Monitor and report on competitive landscape, market trends, and emerging opportunities in Digital Workplace, DEX, endpoint management, cloud infrastructure, and cybersecurity
- Partner with Marketing to develop DWP thought leadership content, case studies, and event strategies
- Leverage Teceze's proven case studies (pharma, retail, energy, FMCG, banking) to build compelling value propositions
- Provide market feedback to Product/Delivery teams to shape service innovation and accelerator development
6. Sales Operations & Governance
- Maintain CRM hygiene and pipeline accuracy with weekly forecasting reviews and monthly business reviews
- Report to the CEO/COO and Board on revenue performance, pipeline health, win rates, and sales KPIs
- Manage the sales P&L including team costs, travel, and business development expenditure within budget
- Ensure compliance with Teceze's governance frameworks and ISO-certified processes throughout the sales cycle
Key Performance Indicators (KPIs)
KPI
Target
Annual Revenue Closed
$50M USD
Qualified Pipeline (3x coverage)
$150M+ rolling
New Logo Wins
15–20 per year
Average Deal Size
$1M–$10M+
Win Rate (qualified opportunities)
≥30%
Sales Cycle Duration
90–180 days average
Client Satisfaction (post-sale NPS)
≥50
Team Retention Rate
≥85%
Forecast Accuracy
≥80% at 90-day horizon
Required Qualifications & Experience
Essential
- 15+ years of progressive sales experience in IT managed services, with at least 5 years in a senior sales leadership role
- Demonstrable track record of personally closing $25M+ annually in IT managed services deals, with at least 5 individual deals exceeding $3M
- Deep expertise in managed Digital Workplace services including EUC Device Lifecycle Management, Network Transformation, Cloud & Infrastructure, and/or Cybersecurity
- Proven 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 engagements
- Excellent executive presence with the ability to engage CxO and VP-level stakeholders at enterprise clients and GSI partners
- Bachelor's degree in Business, Technology, or related field
Highly Desirable
- Experience working with or for a mid-size IT services company ($50M–$200M revenue) in a high-growth phase
- Knowledge of ITIL, DEX platforms (Nexthink, 1E, Lakeside), and endpoint management ecosystems (SCCM, Intune, JAMF)
- MBA or Master's degree
- Familiarity with ISO 27001, SOC 2, and Cyber Essentials compliance in service delivery contexts
- Established network within the UK and US IT services market
- Experience selling Warehouse-as-a-Service, IT Asset Disposition (ITAD), or Cloud & Infrastructure managed services
- Track record of managing $50M+ revenue portfolios in a multi-service-line IT services environment
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