Job Description | Sales & Commercial Enablement - Develop and execute the go-to-market and sales strategy for cloud and infrastructure solutions (IaaS, PaaS, private/public cloud, hybrid, managed infra).
- Own revenue targets (ACV, ARR) and quarterly sales forecasts; ensure attainment of pipeline, booking, and margin goals.
- Build, scale, and lead a high-performance sales team (SDRs, AEs, SEs) including hiring, onboarding, quota setting, coaching, and performance management.
- Drive pipeline generation through direct enterprise selling, channel/partner programs, alliances, and strategic accounts.
- Architect and optimize the sales process (qualification, demo/POC, procurement, contracting) to reduce sales cycle and increase win rates.
- Work closely with product, engineering, and marketing to shape offerings, pricing, packaging, and product roadmaps based on market feedback.
- Own key enterprise and strategic accounts; lead executive-level relationships and complex contract negotiations.
- Implement metrics-driven sales operations: CRM hygiene, forecasting discipline, territory planning, KPIs (pipeline coverage, conversion rates, ACV, churn, deal velocity).
- Define partner ecosystem strategy (consulting partners, MSPs, ISVs) and enable channel sales through training, joint GTM, and incentive programs.
- Manage deal economics and pricing approval; ensure deals meet margin and legal/compliance requirements.
- Identify market trends, competitive threats, and new opportunity areas; recommend Go/No-Go for verticals and regions.
- Represent sales in executive leadership; prepare board-level updates, sales plans, and resource requests.
OEM / Partner / Ecosystem Management Coordinate with cloud providers, OEMs, distributors, and implementation partners for solution validation, pricing, roadmap alignment, technical enablement, and support escalation. Lead OEM engagement for product positioning, sizing validation, BOM/BOQ review, POC planning, deal support, licensing/subscription clarification, and implementation handover. Maintain updated knowledge of cloud, cybersecurity, containerization, automation, AI/analytics, and infrastructure market trends.
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| Job Experience Required | Minimum 12-15 years of total ICT experience, including 5+ years in Cloud & Infra Sales, cloud architecture, infrastructure modernization. Minimum 5+ years of experience in technical pre-sales, post-sales advisory, customer success, delivery governance, or partner/OEM solutioning. Proven OEM work experience with multiple technology principals/vendors, including solution positioning, technical clarification, BOM/BOQ validation, POC support, pricing alignment, licensing/subscription understanding, and post-sales escalation coordination. Experience working with OEMs across cloud, virtualization, container platform, Linux/open-source, storage, backup/DR, security, networking, monitoring/observability, or database technologies will be preferred. Experience in telecom, OEM grade cloud service provider, system integrator, enterprise, government, or financial-sector technology projects will be preferred.
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| Required Capabilities | - Deep domain expertise in cloud (public, private, hybrid), IaaS/PaaS, virtualization, networking, and infrastructure services.
- Proven track record of selling complex enterprise cloud & infra solutions and achieving ARR/ACV targets.
- Strategic GTM planning: ability to design and execute go-to-market, pricing, packaging, and territory plans.
- Enterprise relationship management: trusted advisor to C level and IT leaders, skilled in executive sponsorship.
- Technical sales enablement: work with solutions architects/SEs to drive POCs, pilots, and successful deployments.
- Excellent negotiation and contract structuring skills, with focus on deal economics and margin protection.
- Market & competitive insight: identify new verticals, product gaps, and competitive risks to inform strategy.
- Strong communication and presentation skills for board/executive reporting and investor interactions.
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