Global Head of Cloud

As part of our Global Ecosystem Organization, reporting to SVP Global Ecosystem, join our dynamic team as the leader Global Head of Cloud GTM of a high-performing cross-functional team, driving our Global Cloud Offerings to new heights across leading cloud hyperscale alliances such as AWS, Google, and Microsoft. This leader will be chartered to scale and build revenue through cloud Marketplaces, sales plays, programs, and strategic alliance incentives that drive our business forward in support of our customer’s cloud strategy

Your strategic vision and expertise will be pivotal in empowering our sales team to generate a robust pipeline and effectively utilize cloud solutions across our product portfolio. With your focus on global revenue and overall cloud ecosystems, you will guide us toward exceptional financial success.

Collaboration is at the heart of our company's ethos, and as part of our cross-company transformation team, you will actively participate in defining innovative revenue streams by harnessing the power of cloud programs. Building strategic sales relationships and identifying co-sell and joint GTM strategies across multiple clouds will be essential in driving our business forward.

You will work closely with finance, marketing, and operations teams, bringing your deep knowledge and understanding of the cloud landscape to guide our collective efforts. Furthermore, you will cultivate invaluable executive relationships externally with our Cloud Providers, solidifying our position as a trusted partner.

In addition to your strategic responsibilities, you will have the opportunity to nurture and develop talent within the organization, overseeing the performance and growth of individual contributors and the team as a whole. This role provides an ideal platform for you to make a lasting impact while advancing your career.

If you are seeking a challenging and rewarding position that combines cloud expertise, leadership acumen, and the chance to shape the future of our Global Cloud Offerings, we invite you to join us on this exciting journey.

Focus areas

• Lead our team in developing and executing a comprehensive Cloud GTM strategy, optimizing revenue, and execution throughout the entire sales cycle.

• Drive business growth and achieve exceptional metrics across various areas, including revenue, co-sell, market penetration, customer satisfaction, and cost control.

• Influence and support business models, go-to-market strategies, and sales/marketing initiatives across the organization.

• Ensure optimal sales coverage by enabling and supporting our direct sales team with specialized Cloud expertise, creating a scalable sales engine.

• Develop, nurture, and support sales teams to overcome challenges and cultivate a pipeline to deliver future growth.

• Build strong, lasting relationships with partners building out our cloud partner ecosystem working with our global and regional partner teams.

• Increase growth on Marketplace(MP) through our offerings, ability to transact and leverage available committed spend budgets, while participating in relevant programs and incentives available on the Marketplace across each cloud (AWS, MSFT, GCP)

• Experience with First Party(1P) and strategy of balancing offerings across 1P and MP as well as PAYG / Annual commit options (Reserved Instance / Private Offers / etc).Understanding various pricing models across the cloud and with competitors.

• Shape long-term growth strategies, demonstrating thought leadership in applying technology to address efficiency and scale of public cloud sales.

• Implement consultative, solution-selling capabilities within your organization, highlighting the value of our broad portfolio through compelling business cases.

• Drive co-selling strategies with cloud sales teams across our Sales teams, leveraging cloud buying programs and partner initiatives to scale our business.

• Collaborate closely with our partner team to create solution bundles and ecosystem plays.

• Work alongside our marketing team to develop targeted Cloud First and integrated cloud campaigns and use case-driven sales approaches.

• Establish and manage MDF funds with cloud providers, securing additional funding for growth initiatives.

• Provide insightful business rationale and risk assessment to guide company investments in your business, market, or segment.

• Demonstrate external leadership in industry, community, and press engagements.

• Ensure comprehensive resource deployment to support end-to-end selling, including solution partners, sales associates, ISR, and resellers.

• Foster a performance-driven culture that positions our company as having the best IT sales force in the industry.

• Strategically growth plan, attract and manage top talent, execute growth strategies, and maintain field selling costs within industry benchmarks.

Experience & Skills:

• Demonstrated success in achieving planned financial results within a region/area, business segment, or industry.

• Proven track record as a sales executive in a global company, responsible for driving sales achievement and operational efficiency in the cloud business.

• Experience managing complex deals involving multiple solution components and partners.

• Strategic Sales Planning & Implementation: Develop strategic sales plans aligned with the company's business strategy to drive market share, penetration, and profitable growth.

• Budget Management & Cost Optimization: Establish and enforce spending parameters to protect business assets and ensure effective engagement.

• Vertical Industry Acumen: Possess a deep understanding of business dynamics within the area of responsibility, informing informed decision-making.

• Ecosystem Co-sell experience: Experience working across the ecosystem with integrated Cloud offerings, programs, and initiatives (GSIs, ISVs, MSPs, VARs, Disty)

• Execution Management: Collaborate effectively with business units and value chain partners, ensuring operational responsiveness and alignment with business imperatives.

• Executive-Level Engagement: Demonstrated success in building and maintaining strategic relationships with C-level executives, including a proven ability to effectively pitch and secure investment business cases at the executive leadership team (ELT) level, while showcasing consultative expertise and promoting the company's comprehensive solution offering

• Competitive Positioning/Strategy: Leverage competitive intelligence to develop counter strategies that neutralize competitors' influence on customer buying decisions.

• Solution Selling: Approach selling from a business solution perspective, aligning company products and services with the client's true business needs.

• Business and Financial Acumen: Demonstrate authoritative business and financial acumen, providing meaningful business recommendations and understanding the portfolio aspect of the company's products/services.

• Change Management: Support innovation and change across the organization serving as a pioneer for cloud adoption.

• Problem Solving: Employ rational problem-solving strategies for comprehensive understanding and effective resolution.

• Global Presence: Represent the company on global accounts with cultural sensitivity and business maturity.

• Leadership: Exhibit effective leadership in complex environments, delivering results and influencing without direct authority. Balance competing priorities, foster team performance, build highly effective sales teams and communicate effectively across multiple levels.