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鈥檚 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