The Red Hat Sales team is looking for a Cloud Sales Lead to join us in Sydney, Australia. In this role, you will be the primary driver of Red Hat's sales‐led cloud business within an assigned territory, developing and executing a comprehensive cloud go‐to‐market strategy that accelerates customer adoption and consumption of Red Hat's portfolio through hyperscaler marketplaces and our managed cloud service offerings across Enterprise Accounts.
What will you do?
Strategic Deal Alignment and Sales Execution (approx. 50% of time):
* Act as the primary sales driver and SME on customer engagements for all RedHat cloud offerings, including managed cloud services (e.g., RedHat OpenShift on AWS, Azure RedHat OpenShift) and marketplace offerings.
* Proactively identify and qualify opportunities for cloud adoption, focusing on key sales plays such as application modernisation, data centre 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 secure long‐term commitments.
* Work directly with C‐level executives, procurement, and FinOps teams to articulate the value of RedHat's cloud solutions and consumption models.
* Partner with RedHat Customer Success (CSM) and Solution Architecture teams post‐sale to ensure rapid activation, deployment, and sustained consumption of the committed cloud contracts.
Partner Strategy and Co‐Sell Execution (approx. 25% of time):
* Develop and maintain a robust co‐sell pipeline by building deep, trust‐based relationships with hyperscaler account teams in your territory.
* Lead joint account planning sessions with RedHat and hyperscaler sales teams to align strategies, identify joint targets, and drive tri‐party (RedHat, Partner, Customer) meetings.
* Navigate and leverage hyperscaler enterprise agreements (e.g., AWS EDP, Azure MACC, GCP Commit) to position RedHat solutions as a strategic vehicle for customers to consume their committed cloud spend.
* Serve as the internal and external evangelist for RedHat's cloud value proposition, enabling RedHat and partner sales teams to win together.
* Understand partner sales teams' motivators, compensation models, and priorities 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 (approx. 25% of time):
* Act as the territory's escalation point for removing friction in the cloud sales process, including private offer creation, reporting, and booking.
* Collaborate with regional marketing teams and hyperscaler partners to design and execute demand‐generation campaigns, executive roundtables, and regional cloud events (e.g., AWS Summits).
* Maintain an accurate forecast for your cloud business and provide visibility into pipeline development and deal progression.
* Analyze market trends and customer consumption data to identify opportunities for conversion 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.
* Act as an advisor to the broader Enterprise sales teams, elevating their cloud acumen and enabling them to spot hyperscaler marketplace opportunities independently.
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 application platforms, automation, middleware, or cloud infrastructure.
* Deep understanding of the public cloud ecosystem, including core services, sales motions, and marketplace transaction mechanisms of major hyperscalers (AWS, Microsoft Azure, or Google Cloud).
* Deep understanding of Cloud Economics, Total Cost of Ownership (TCO) modeling, and hyperscaler enterprise discounting mechanisms.
* Proven ability to work collaboratively in a matrixed organization, building consensus and driving results with cross‐functional teams (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.
* Ability to travel across the assigned territory as required.
* Self‐motivated and able to thrive in an autonomous environment, managing multiple priorities effectively.
* Foundational understanding of containerisation, Kubernetes, and modern DevOps methodologies.
* Active hyperscaler foundational certifications (e.g., AWS Cloud Practitioner, Azure Fundamentals) are highly preferred.
Equal Opportunity Policy (EEO)
RedHat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to 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.
Reasonable Accommodation
RedHat supports individuals with disabilities and provides reasonable accommodations to job applicants.
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