Cloud Sales Lead (Enterprise)

The Red Hat Sales team is looking for a Cloud Sales Lead to join us in Sydney this role you will be the primary driver of Red Hats 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 Hats 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 Hats 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 Hats 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 Hats 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 Hats 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 territorys 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. (maybe not sure if this is too stringent).

#EG-LI1

About Red Hat

Red Hat is the worlds leading provider of enterprise open source software solutions using a community-powered approach to deliver high-performing Linux cloud container and Kubernetes technologies. Spread across 40 countries our associates work flexibly across work environments from in-office to office-flex to fully remote depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas no matter their title or tenure. Were a leader in open source because of our open and inclusive environment. We hire creative passionate people ready to contribute their ideas help solve complex problems and make an impact.

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