Sales Director, Cloud

Overview

Telefónica Tech (part of the Telefónica Group) is a leading Next Gen 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.

We protect enterprise and public sector organisations across the UK with a broad portfolio of Managed Security Services, advisory and professional services, and 24x7 UK-based SOC operations. 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 Title: 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

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.

Accountable for enterprise cloud commercial performance without direct line management responsibility.

• 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.

This role IS

• Commercially responsible for the cloud number
• Focused on enterprise go-to-market and propositions
• A…