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. The role ensures compelling value propositions, enterprise-grade market positioning, and coordinated execution across Sales, Cloud Champions, Vendors, and the Cloud Practice.
This is a senior commercial leadership role focused on:
- enterprise cloud go-to-market strategy
- portfolio definition and pricing
- vendor co-sell and funded demand generation
- commercial performance and pipeline quality
It does not involve line management or hands-on technical delivery.
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 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
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
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, 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.
