Cloud Sales Lead (enterprise)

Cloud Sales Lead

The Red Hat Sales team is looking for a Cloud Sales Lead to join us in Sydney, Australia. In this role, you will be the primary driver of Red Hat's sales-led cloud business within an assigned territory. You will be responsible for developing and executing a comprehensive cloud go-to-market strategy that accelerates customer adoption and consumption of Red Hat's portfolio through hyperscaler marketplaces and our managed cloud service offerings across Enterprise Accounts.

As a Cloud Sales Lead, you will act as the subject matter expert (SME) on cloud business models and co-sell motions. Your success will depend on building strategic relationships with our hyperscaler partners (AWS, Microsoft Azure, Google Cloud) and the broader channel ecosystem. You will collaborate closely with Red Hat's direct sales teams to identify cloud opportunities, structure complex deals, and provide expert guidance throughout the sales cycle to drive significant revenue growth.

What will you do:

Strategic Deal Alignment and Sales Execution (approx. 50% of time):

• Act as the primary sales driver and SME on customer engagements for all Red Hat cloud offerings, including Red Hat's managed cloud services (e.g., Red Hat OpenShift on AWS, Azure Red Hat OpenShift) and marketplace offerings.
• Proactively identify and qualify opportunities for cloud adoption, focusing on key sales plays like application modernisation, data centre migration, and VMware displacement.
• Own the cloud sales cycle within the account team, from initial discovery and value proposition to deal structuring, negotiation, and closure.
• Lead the creation and delivery of compelling commercial proposals, including Marketplace Private Offers, to meet customer needs and secure long-term commitments.
• Work directly with C-level executives, procurement, and FinOps teams to articulate the value of Red Hat's cloud solutions and consumption models.
• Partner with Red Hat Customer Success (CSM) and Solution Architecture teams post-sale to ensure rapid activation, deployment, and sustained consumption of the committed cloud contracts.

Partner Strategy and Co-Sell Execution (approx. 25% of time):

• Develop and maintain a robust co-sell pipeline by building deep, trust-based relationships with hyperscaler account teams in your territory.
• Lead joint account planning sessions with Red Hat and hyperscaler sales teams to align strategies, identify joint targets, and drive tri-party (Red Hat, Partner, Customer) meetings.
• Navigate and leverage hyperscaler enterprise agreements (e.g., AWS EDP, Azure MACC, GCP Commit) to position Red Hat solutions as a strategic vehicle for customers to consume their committed cloud spend?
• Serve as the internal and external evangelist for Red Hat's cloud value proposition, enabling Red Hat and partner sales teams in collaboration with Partner Account Managers (PAMs) on how to position and win together.
• Understand the motivators, compensation models, and priorities of partner sales teams to create mutually beneficial co-sell engagements.
• Collaborate with the broader partner ecosystem, including regional cloud providers, system integrators (SIs), and resellers, to scale the business across your territory.

Business Operations and Enablement (approx. 25% of time):

• Act as the territory's escalation point for removing friction in the cloud sales process, including private offer creation, reporting, and booking.
• Collaborate with regional marketing teams and hyperscaler partners to design and execute demand-generation campaigns, executive roundtables, and regional cloud events (e.g., AWS Summits, etc.).
• Maintain an accurate forecast for your cloud business and provide visibility into pipeline development and deal progression.
• Analyze market trends and customer consumption data (e.g., traditional CCSP) to identify opportunities for conversion to sales-led, committed-spend contracts.
• Identify and share best practices across the sales organization to improve cloud sales effectiveness and guide field teams to relevant training and resources.
• Act as an advisor to the broader Enterprise sales teams, elevating their cloud acumen and enabling them to independently spot hyperscaler marketplace opportunities

What you will bring:

• 5+ years of experience in a solutions sales, business development, or partner management role within the enterprise software or cloud industry.
• Demonstrated experience selling complex IT solutions, preferably in areas of application platforms, automation, middleware, or cloud infrastructure.
• Deep understanding of the public cloud ecosystem, including the core services, sales motions, and marketplace transaction mechanisms of major hyperscalers (AWS, Microsoft Azure, or Google Cloud).
• Deep understanding of Cloud Economics, Total Cost of Ownership (TCO) modeling, and hyperscaler enterprise discounting mechanisms
• Proven ability to work collaboratively in a matrixed organization, building consensus and driving results with cross-functional teams (e.g., Direct Sales, Solution Architects, Alliances, Operations).
• Excellent communication and presentation skills, with the ability to articulate complex technical and commercial concepts to a wide range of audiences, from technical practitioners to senior executives.
• Experience in consultative selling, with a track record of meeting and exceeding sales targets.
• Ability to travel across the assigned territory as required
• Self-motivated and able to thrive in an autonomous environment, managing multiple priorities effectively.
• Foundational understanding of containerisation, Kubernetes, and modern DevOps methodologies. Active hyperscaler foundational certifications (e.g., AWS Cloud Practitioner, Azure Fundamentals) are highly preferred.