Sales Director, Cloud

Sales Director, Cloud - GTM 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