Cloud Sales Lead - Remote, Germany; m​/f​/d

About The Job

Red Hat Sales team is looking for a Cloud Sales Lead to join us in Germany. In this role, you will be the primary driver of Red Hat’s sales‑led cloud business within an assigned territory. You will be responsible for executing the cloud go‑to‑market strategy in partnership with Account Managers (AMs) and Partner Account Managers (PAMs) that accelerates customer adoption and consumption of Red Hat’s portfolio through hyperscaler marketplaces, regional cloud providers and our managed cloud service offerings.

• Align with Account Managers on customer coverage and engagement strategies for cloud‑related opportunities to ensure all account activities are fully coordinated and agreed upon.
• Act as the primary sales driver and SME on customer engagements for all Red Hat cloud offerings, including Red Hat’s managed cloud services (e.g., Red Hat Open Shift on AWS, Azure Red Hat Open Shift) and marketplace offerings.
• Proactively identify and qualify opportunities for cloud adoption, focusing on key sales plays like application modernization, data center 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 Fin Ops teams to articulate the value of Red Hat’s cloud solutions and consumption models.

• Execute by leveraging the Red Hat cloud sales plays to develop and maintain a robust pipeline of cloud opportunities in collaboration with Cloud Partners Account Managers’ (PAMs).
• 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.
• Serve as the internal and external evangelist for Red Hat’s 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.

• Act as the territory’s escalation point for removing friction in the cloud sales process, including private offer creation, reporting, and booking.
• 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 to increase consumption or convert 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.

• 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).
• 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…