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About the Role
The Red Hat Sales team is looking for a Cloud Sales Lead to drive Red Hat's sales-led cloud business within an assigned territory. You will develop and execute a cloud go-to-market strategy to accelerate customer adoption of Red Hat's portfolio through hyperscaler marketplaces and managed cloud services.
Responsibilities
- Act as the primary sales driver and SME on customer engagements for all Red Hat cloud offerings.
- Proactively identify and qualify opportunities for cloud adoption, focusing on key sales plays.
- Own the cloud sales cycle within the account team, from discovery to closure.
- Lead the creation and delivery of compelling commercial proposals.
- Work directly with C-level executives, procurement, and FinOps teams to articulate the value of Red Hat's cloud solutions.
- Partner with Red Hat Customer Success (CSM) and Solution Architecture teams post-sale to ensure rapid activation and sustained consumption.
- Develop and maintain a robust co-sell pipeline by building deep, trust-based relationships with hyperscaler account teams.
- Lead joint account planning sessions with Red Hat and hyperscaler sales teams.
- Navigate and leverage hyperscaler enterprise agreements to position Red Hat solutions.
- Serve as the internal and external evangelist for Red Hat’s cloud value proposition.
- Understand the motivators, compensation models, and priorities of partner sales teams.
- Collaborate with the broader partner ecosystem to scale the business.
- Act as the territory’s escalation point for removing friction in the cloud sales process.
- Collaborate with regional marketing teams and hyperscaler partners to design and execute demand-generation campaigns.
- Maintain an accurate forecast for your cloud business.
- Analyze market trends and customer consumption data to identify opportunities for conversion.
- Identify and share best practices across the sales organization.
- Act as an advisor to the broader Enterprise sales teams, elevating their cloud acumen.
Requirements
- 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).
- 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.
- Excellent communication and presentation skills, with the ability to articulate complex technical and commercial concepts to a wide range of audiences.
- 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.
Skills
- Cloud Sales
- Go-to-Market Strategy
- Hyperscaler Marketplaces
- Managed Cloud Services
- Enterprise Accounts
- Cloud Business Models
- Co-sell Motions
- Strategic Partnerships
- Channel Ecosystem
- Sales Cycle Management
- Deal Structuring
- Negotiation
- Commercial Proposals
- Public Cloud Ecosystem
- AWS
- Microsoft Azure
- Google Cloud
- Cloud Economics
- TCO Modeling
- Consultative Selling
- Containerisation
- Kubernetes
- DevOps Methodologies
Location
- Sydney, Australia
Work Type
- Full-time
Experience Level
- 5+ years
About the Company
- 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.
Equal Opportunity
- 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.
- 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.
- Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies.
- Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants.