Getting started selling services company partnering with VARs

I need some guidance on how to sell my companies services to other larger companies that sell services, these are typically IT vendors and VARs (value added reseller).

Our best customer is one that lacks experienced engineering and pre-sales resources for a specific product and solution, these customers would typically need to find resources through recruiting agencies.

I have been working to collect information on these partners that deal with the vendor that makes the software, collecting information on their size (according to linkedIn), partner level, etc -- their size is a particularly good indicator of their need for our type of skill.

I have a good idea of the types of people to target at these companies (typically the director or VP of professional services OR a dedicated vendor management person). What I lack is any definite strategy on how to communicate with these people.

I'm not sure how to pitch to them, I come from an engineering background and I'm still learning how to sell. I've ordered "the ultimate guide to phone scripts" as was recommended on this forum, hopefully that'll come soon. Beyond that, I'm not sure where to begin.