Cloud Sales Leader

Location: Greater London

Company Description

Telefónica Tech (part of the Telefónica Group) is a leading Next Gen Tech solutions provider with a highly diversified team of over 6,000 exceptionally skilled employees and +60 nationalities. We serve more than 5.5m customers every day in over 175 countries, with a global ecosystem of market‑leading partners. Global strategic hubs include 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. We protect enterprise and public sector organisations across the UK with a broad portfolio of Managed Security Services, advisory and professional services, and 24x7 SOC operations.

Our approach combines deep expertise, service excellence, and the global scale of Telefónica. We’re also supported by Telefónica Tech Spain, one of the most advanced cybersecurity providers in Europe, giving us access to additional delivery capacity, innovation, and intelligence.

Trusted Partners

• Microsoft:
  Top 3 Service Providers, Azure Expert Status, Fastrack & Inner Circle Partner
• HPE:
  Platinum Partner – FY23 UK&I Solution Provider of the Year
• Palo Alto & Crowdstrike: part of our Next Defense Cyber Security Portfolio
• Fortinet:
  Elite VIP Program – one of volutpat 2 in the UK
• AWS:
  Advanced Solution & Managed Service Provider Program

Job Description Cloud Go‑to‑Market Sales 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. This senior commercial leadership role focuses on enterprise‑grade market positioning, compelling value propositions, and coordinated execution across Sales, Cloud Champions, Vendors, and the Cloud Practice.

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, Fin Ops, 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 programmes 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 misunderstand cloud commercial authority
• Engage enterprise customer executives…