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For Companies At a Glance
- Tasks: Lead the commercial success of our enterprise Cloud portfolio and drive growth strategies.
- Company: Join Telefónica Tech, a global leader in NextGen Tech solutions with a diverse team.
- Benefits: Enjoy hybrid working, inclusive culture, and opportunities for personal and professional growth.
- Why this job: Make an impact in the cloud industry while collaborating with top vendors and experts.
- Qualifications: Experience in cloud commercial outcomes and strong understanding of enterprise sales cycles.
- Other info: Be part of a diverse team that values inclusion and innovation.
The predicted salary is between 43200 - 72000 £ per year.
Telefónica Tech (part of the Telefónica Group) is a leading NextGen Tech solutions provider with a diversified team of over 6,000 employees and +60 nationalities. We serve more than 5.5m customers daily in over 175 countries, with global strategic hubs in Spain, Brazil, the UK, and Germany. The Telefónica Tech UK&I hub offers an end-to-end portfolio of market-leading services and develops integrated technology solutions to accelerate digital transformation through Cloud, Data & AI, Enterprise Applications, Digital Workplace and Cyber Security & Networking.
Our approach combines deep expertise, service excellence, and the global scale of Telefónica, with support from Telefónica Tech Spain. Values: Open, Bold, Trusted. We welcome applicants from all backgrounds and identities and are committed to inclusion and equity in hiring practices.
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; 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, marketplace, migration and modernization funding, and 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. 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 committed to equity, accessible hiring practices, and creating an inclusive culture through networks and Employee Resource Groups.
Sales Director, Cloud employer: Telefónica Tech (EN)
Contact Detail:
Telefónica Tech (EN) Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Sales Director, Cloud
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for interviews by researching the company and its cloud offerings. Understand their value propositions and be ready to discuss how your experience aligns with their goals. This shows you're genuinely interested and can hit the ground running.
✨Tip Number 3
Practice your pitch! Be clear about what you bring to the table, especially in terms of driving commercial success in cloud solutions. Tailor your message to highlight your understanding of enterprise needs and how you can help them grow.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re serious about joining our team at Telefónica Tech.
We think you need these skills to ace Sales Director, Cloud
Some tips for your application 🫡
Tailor Your CV: Make sure your CV speaks directly to the Sales Director role. Highlight your experience with cloud solutions and any relevant achievements that showcase your commercial acumen. We want to see how you can drive enterprise growth!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us why you're passionate about cloud technology and how your skills align with our values of being Open, Bold, and Trusted. Make it personal and engaging!
Showcase Your Vendor Experience: Since this role involves working with major vendors like Microsoft and AWS, be sure to highlight any relevant experience you have. Let us know how you've successfully navigated vendor relationships in the past!
Apply Through Our Website: We encourage you to apply through our website for a smoother application process. It helps us keep track of your application and ensures you don’t miss out on any important updates from us!
How to prepare for a job interview at Telefónica Tech (EN)
✨Know Your Cloud Stuff
Make sure you brush up on your knowledge of public, private, and hybrid cloud architectures. Be ready to discuss how you've driven commercial outcomes in previous roles, especially with large enterprise customers. This will show that you understand the complexities of the cloud landscape.
✨Master the Value Proposition
Prepare to articulate a compelling value proposition for the enterprise cloud portfolio. Think about how you can align this with transformation themes and what makes your approach unique. This is crucial as you'll need to communicate effectively with C-suite executives.
✨Showcase Your Commercial Acumen
Be ready to discuss your experience with shaping complex enterprise deals and multi-year contracts. Highlight specific examples where you've successfully influenced stakeholders across different teams, as this role requires strong commercial and proposition development skills.
✨Engage with Enthusiasm
During the interview, demonstrate your passion for cloud technology and its potential to drive business growth. Engage with the interviewers by asking insightful questions about their current strategies and challenges. This shows you're not just interested in the role, but also in contributing to their success.
