{"id":357170,"url":"https://alion.io/job/red-hat-cloud-sales-lead-enterprise","title":"Cloud Sales Lead (Enterprise)","company":{"id":18889,"name":"Red Hat","domain":"redhat.com","url":"https://alion.io/company/red-hat-developer","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":84,"open_postings":21,"ghost_share":0,"stale_share":0.524,"repost_share":0.19,"time_to_fill_p50_days":27,"computed_at":"2026-11-10T06:52:35Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Sydney, Australia","Melbourne, Australia"],"countries":["AU"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AWS","optional":false},{"name":"Azure","optional":false},{"name":"FinOps","optional":false},{"name":"GCP","optional":false},{"name":"Kubernetes","optional":false},{"name":"Linux","optional":false},{"name":"OpenShift","optional":false},{"name":"Red Hat","optional":false},{"name":"VMWare","optional":false}],"status":"live","first_seen_at":"2026-09-02T00:00:00Z","employer_posted_date":"2026-09-02","last_verified_at":"2026-11-10T11:28:03Z","board_verified":true,"closed_at":null,"days_open":69,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":69},"description":"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. You will be responsible for 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.\nAs a Cloud Sales Lead, you will act as the subject matter expert (SME) on cloud 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.\nWhat will you do:\nStrategic Deal Alignment and Sales Execution (approx. 50% of time):\nAct 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.\n\nProactively identify and qualify opportunities for cloud adoption, focusing on key sales plays like application modernisation, data centre migration, and VMware displacement.\n\nOwn the cloud sales cycle within the account team, from initial discovery and value proposition to deal structuring, negotiation, and closure.\n\nLead the creation and delivery of compelling commercial proposals, including Marketplace Private Offers, to meet customer needs and secure long-term commitments.\n\nWork directly with C-level executives, procurement, and FinOps teams to articulate the value of Red Hat's cloud solutions and consumption models.\n\nPartner with Red Hat Customer Success (CSM) and Solution Architecture teams post-sale to ensure rapid activation, deployment, and sustained consumption of the committed cloud contracts.\n\nPartner Strategy and Co-Sell Execution (approx. 25% of time):\nDevelop and maintain a robust co-sell pipeline by building deep, trust-based relationships with hyperscaler account teams in your territory.\n\nLead 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.\n\nNavigate and leverage hyperscaler enterprise agreements (e.g., AWS EDP, Azure MACC, GCP Commit) to position Red Hat solutions as a strategic vehicle for customers to consume their committed cloud spend?\n\nServe 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.\n\nUnderstand the motivators, compensation models, and priorities of partner sales teams to create mutually beneficial co-sell engagements.\n\nCollaborate with the broader partner ecosystem, including regional cloud providers, system integrators (SIs), and resellers, to scale the business across your territory.\n\nBusiness Operations and Enablement (approx. 25% of time):\nAct as the territory’s escalation point for removing friction in the cloud sales process, including private offer creation, reporting, and booking.\n\nCollaborate with regional marketing teams and hyperscaler partners to design and execute demand-generation campaigns, executive roundtables, and regional cloud events (e.g., AWS Summits, etc.).\n\nMaintain an accurate forecast for your cloud business and provide visibility into pipeline development and deal progression.\n\nAnalyze market trends and customer consumption data (e.g., traditional CCSP) to identify opportunities for conversion to sales-led, committed-spend contracts.\n\nIdentify and share best practices across the sales organization to improve cloud sales effectiveness and guide field teams to relevant training and resources.\n\nAct as an advisor to the broader Enterprise sales teams, elevating their cloud acumen and enabling them to independently spot hyperscaler marketplace opportunities\n\nWhat you will bring:\n5+ years of experience in a solutions sales, business development, or partner management role within the enterprise software or cloud industry.\n\nDemonstrated experience selling complex IT solutions, preferably in areas of application platforms, automation, middleware, or cloud infrastructure.\n\nDeep 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).\n\nDeep understanding of Cloud Economics, Total Cost of Ownership (TCO) modeling, and hyperscaler enterprise discounting mechanisms\n\nProven 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).\n\nExcellent 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.\n\nExperience in consultative selling, with a track record of meeting and exceeding sales targets.\n\nAbility to travel across the assigned territory as required\n\nSelf-motivated and able to thrive in an autonomous environment, managing multiple priorities effectively.\n\nFoundational understanding of containerisation, Kubernetes, and modern DevOps methodologies. Active hyperscaler foundational certifications (e.g., AWS Cloud Practitioner, Azure Fundamentals) are highly preferred. (maybe, not sure if this is too stringent).\n\nAbout Red Hat\nRed Hat is the world’s leading provider of enterpriseopen 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.\nInclusion at Red Hat\nRed 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.\nEqual Opportunity Policy (EEO)\nRed 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.\nRed Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.\nRed Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email . 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