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  • SALES LEAD/Director - Cloud Sales
  • Level: Senior
  • Salary: £100K + PA Plus Bonus
  • Location: London, UK

As part of the client’s Cloud Europe team, we are looking for an individual who is responsible for driving revenue growth, managing pursuits, coordinating the increase of pipeline, qualification of opportunities, pursuit of qualified opportunities, co-sales with a hyperscale partner or other channel partners. The sales leader actively positions and drives sales pursuits using my client’s platform. My client’s automation led platform to drive Cloud migration from on-prem/legacy setup. The Cloud platform is my client’s IP, enables seamless Lift & Shift, application re-engineering, application modernisation and cloud operations.

For sake of understanding, Microsoft has been interchangeably used with hyperscale cloud provider. But the same can be said for an AWS or GCP.

Expectations from the Role

  • Create and pursue opportunities in the enterprise cloud market on the back of my client’s go-to-market proposition for Cloud Migration – Cloud Services across Microsoft/partner ecosystem
  • Build relationships with Microsoft field sales team members acting as the face of my client to gather information on opportunities and guide the co-selling process with Microsoft using Cloud Services
  • Be an advocate for Cloud Services solutions portfolio within my clients accounts and represent the value of these partnerships as key growth drivers
  • “Live” within the Microsoft ecosystem, understanding key leaders, value proposition and market trends, provide SME materials to the practice and the industry verticals from a pragmatic growth lens for the cloud migration and cloud services platform business
  • Defend organic accounts from competitive services firms by becoming a better partner to a sales team that owns a relationship with clients; provide the verticals with up to date sales intelligence to indicate where their client is investing in the cloud market
  • Assist Microsoft and sales teams in identification, qualification and pursuit of potential opportunities, focused on organic growth within key client accounts using Cloud Services
  • Manage the pipeline of opportunities coordinating with industry verticals and partners for Cloud Migration and Cloud Services opportunities
  • Structure initial contracts with clients and partners around any given opportunity, stay involved in service delivery during initial stages to handoff opportunity to engagement teams once underway
  • Present my client and Cloud Services credentials to the Microsoft ecosystem to bring to clients and prospects; work with the my client SBU to create a “force multiplier” on sales by lobbying partners to my client’s Solutions
  • Drive SOWs and have a point of view in service offerings to create clarity for solution teams to hear the voice of the customer
  • Work with marketing and solutions teams to create sales collateral, working with sales support team
  • Help drive initiatives in the market that improves general standing of Cloud Services and my client’s Cloud migration and solution offering
  • Manage and maintain pipeline for cloud migrations in Europe and opportunity tracking to forecast opportunities and revenues

PRE-REQUISITES

  • Good understanding of Cloud platforms, hyperscaler ecosystem (e.g. Microsoft) and cloud technology landscape
  • A track record of building and managing business within a professional services, consulting, or technology services pref. a platform based business
  • Ability to navigate a large organization and have the power of persuasion through content and confidence
  • Demonstrated ability to take a consultative approach to engaging with executives
  • Demonstrated ability to work across internal organization to cast, pitch and sell deals with relevant subject matter expertise

Additional Notes

Beyond driving any one individual deal, the sales leader plays an active role in setting strategy for cloud pursuits, actively feeding back, reporting market feedback on solution, and advising the Cloud leadership in their pursuit of Cloud opportunities and development of the business. Comfortable individually driving a sale or enabling others to sell, the sales leader not merely a business development manager but is actively familiar with Cloud, APIs, Cloud services and other key technologies. He/she is also able to position my client’s Cloud Services solutions and present that as a solution for working through complexities of a cloud migration exercise. The sales leader also brings a POV on what the market actually needs and what will sell, constantly building my client’s solution relevance to clients within the market built on the back of  meetings with clients or prospects.

 

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