Cloud Sales Leader

Location: City of Westminster

Overview

The Cloud Go-to-Market Sales Leader is responsible for defining, owning, and driving the commercial success of our enterprise Cloud portfolio. The role ensures compelling value propositions, enterprise-grade market positioning, and coordinated execution across Sales, Cloud Champions, Vendors, and the Cloud Practice.

Responsibilities

• Enterprise cloud go-to-market strategy
• Portfolio definition and pricing
• Vendor co-sell and funded demand generation
• Commercial performance and pipeline quality

Commercial Ownership & Enterprise Growth

• Own enterprise cloud revenue, pipeline, and gross margin outcomes
• Maintain visibility of pipeline health, deal quality, win rate, and platform mix
• Drive commercially focused actions to ensure growth delivery
• Act as final commercial authority on enterprise cloud propositions and pricing models
• Shape large, complex enterprise deal constructs, including multi-year managed services

Enterprise Cloud Go-to-Market Strategy

• Define the enterprise cloud value proposition across public, private, and hybrid cloud
• Build solution plays aligned to transformation themes (e.g., data centre exit, app modernisation, Fin Ops, landing zone, sovereign/residency)
• Develop sales enablement content and C-suite messaging
• Ensure consistent positioning across Sales, Marketing, Practice and Partner communities

Champion & Account Team Enablement

• Guide Cloud Champions and enterprise account teams (without people management)
• Support pursuit strategy for major enterprise opportunities
• Act as escalation point for commercial, proposition, and vendor engagement blockers
• Drive cross-portfolio attachment (security, networking, workplace, services)

Vendor & Ecosystem Leadership (Enterprise Focus)

• Deep understanding of Microsoft, AWS, HPE and major hyperscaler programs
• Co‑own vendor GTM plans, co‑sell motions, incentives, and funding
• Maximise vendor programs such as: co‑sell and marketplace, migration and modernization funding, solution accelerators
• Translate vendor roadmaps into differentiated, enterprise‑ready offerings
• Collaborate with Marketing on vendor‑funded demand generation campaigns

Practice & Delivery Alignment

• Align GTM strategy to practice capability and delivery readiness
• Influence portfolio roadmap, service catalogue, and commercial models
• Provide market insight on enterprise buying behaviours and competitive landscape

Executive & Stakeholder Engagement

• Operate as the organisation's cloud commercial authority
• Engage enterprise customer executives on value and outcomes
• Support board‑level planning, forecasting, and strategic initiatives

What the Role Is / Is Not

Role IS

• Commercially responsible for the cloud number
• Focused on enterprise go‑to‑market and propositions
• A key interface between Sales, Vendors, and Cloud Practice

Role IS NOT

• A quota‑carrying field sales role
• A hands‑on architecture or engineering role
• A line management role

Experience

• Proven experience driving cloud commercial outcomes within a large VAR / IT Consultancy / MSP / System Integrator
• Experience working with large enterprise customers and complex sales cycles
• Strong understanding of public, private, and hybrid cloud architectures, enterprise migration and transformation programmes
• Deep vendor ecosystem experience with Microsoft, AWS, HPE
• Demonstrated success building and executing go‑to‑market strategies

Skills & Competencies

• Strong commercial and proposition development acumen
• Ability to shape complex enterprise deals and multi‑year contracts
• Influencing capability across matrixed stakeholder groups
• Excellent executive communication and value storytelling
• Data‑driven approach to pipeline, margin, and performance insight

Measures of Success

• Growth in enterprise cloud revenue, pipeline and margin
• Improved enterprise win rates and deal size
• Consistent and compelling enterprise cloud messaging
• Increased vendor co‑sell pipeline and funded activity
• Increased cloud pull‑through of adjacent portfolio offerings

About Telefónica Tech

Telefónica Tech (part of the Telefónica Group) is a leading Next Gen Tech solutions with a highly diversified team of over 6,000 exceptionally skilled employees and +60 nationalities. We serve more than 5.5m customers every day in over 175 countries,…