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Cloud Sales Leader
Telefónica Tech
- London, England, United Kingdom
- London, England, United Kingdom
Über
The Telefónica Tech UK&I hub offers an end‑to‑end portfolio of market‑leading services and develops integrated technology solutions to accelerate digital transformation through Cloud, Data & AI, Enterprise Applications, Digital Workplace and Cyber Security & Networking. We protect enterprise and public sector organisations across the UK with a broad portfolio of Managed Security Services, advisory and professional services, and 24x7 SOC operations. Our approach combines deep expertise, service excellence, and the global scale of Telefónica. We’re also supported by Telefónica Tech Spain, one of the most advanced cybersecurity providers in Europe, giving us access to additional delivery capacity, innovation, and intelligence.
Trusted Partners
Microsoft: Top 3 Service Providers, Azure Expert Status, Fastrack & Inner Circle Partner
HPE: Platinum Partner – FY23 UK&I Solution Provider of the Year
Palo Alto & Crowdstrike: part of our NextDefense Cyber Security Portfolio
Fortinet: Elite VIP Program – one of volutpat 2 in the UK
AWS: Advanced Solution & Managed Service Provider Program
Job Description Cloud Go‑to‑Market Sales Leader – Enterprise Location UK (hybrid working)
Reporting Line
Reports to: VP of Go‑to‑Market
Matrix alignment: Cloud Practice Director
People management: None
Role Purpose The Cloud Go‑to‑Market Sales Leader is responsible for defining, owning, and driving the commercial success of our enterprise Cloud portfolio. This senior commercial leadership role focuses on enterprise‑grade market positioning, compelling value propositions, and coordinated execution across Sales, Cloud Champions, Vendors, and the Cloud Practice.
Core Accountability Accountable for enterprise cloud commercial performance without direct line management responsibility.
Key Responsibilities 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, FinOps, 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 programmes 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 misunderstand 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 This 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
This role IS NOT
a quota‑carrying field sales role
a hands‑on architecture or engineering role
a line management role
Required Experience & Expertise
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
Additional Information At Telefónica Tech, we believe inclusion is the bridge that empowers everyone to be their authentic selves. We celebrate and respect our differences because diversity drives innovation and makes us stronger.
Be yourself with us, and feel that you belong. We welcome applicants from all backgrounds and identities regardless of age, disability, gender reassignment, marital or civil partnership status, pregnancy or maternity, race, religion or belief, sex, and sexual orientation.
We are also committed to equity, accessible hiring practices, and creating an inclusive culture through many means including TogetHer (Women's network) and our Employee Resource Groups which include Diversity and Inclusion, Telefónica Tech Pride, Neurodiversity visão ELEVATE (African and Caribbean heritage network), and Sustainability.
We don’t believe hiring is a tick‑box exercise, so if you feel that you don’t match the job description 100%, but would still be a great fit for role, please get in touch.
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Sales and Business Development
Industries Tele()) }
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Sprachkenntnisse
- English
Hinweis für Nutzer
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