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Cloud Sales Lead

hace 3 semanas

Madrid, Madrid, España Red River A tiempo completo

About the Job:

The Red Hat Sales team is looking for a Cloud Sales Lead to join us in the Madrid, Spain.

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.

As a Cloud Sales Lead, you will act as the subject matter expert (SME) on Hyperscaler and Regional Cloud Provider 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 Hat's direct sales teams to identify cloud opportunities, structure complex deals, and provide expert guidance throughout the sales cycle to drive significant revenue growth.

What you will do:

Strategic Deal Alignment and Sales Execution :

  • 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 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 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 FinOps teams to articulate the value of Red Hat's cloud solutions and consumption models.

Partner Strategy and Co-Sell Execution :

  • 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.

Business Operations and Enablement :

  • 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.

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).

  • 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.

  • Self-motivated and able to thrive in an autonomous environment, managing multiple priorities effectively.

  • Fluency in English required and the language of the assigned region/country may be required based on role location.

#LI-MR3

About Red Hat

Red Hat is the world's 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. We're 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.

Inclusion at Red Hat
Red Hat's culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.

Equal Opportunity Policy (EEO)
Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.


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