Cloud Sales Area Leader

The Cloud Sales Leader, Hyperscaler Accounts will lead a team of Cloud Account Managers responsible for driving strategic growth and revenue across major hyperscale cloud providers. This leader will develop and execute the hyperscaler sales strategy, build executive-level customer relationships, and create a high-performing sales organization focused on accelerating growth, expanding market share, and driving long-term strategic partnerships. 

Responsibilities 

• Develop and execute the sales strategy for major hyperscale cloud provider accounts. 

• Drive revenue growth, market share expansion, and strategic account penetration across assigned hyperscaler customers. 

• Lead, coach, and develop a team of Cloud Account Managers focused on strategic hyperscaler accounts. 

• Set clear performance expectations, sales objectives, account strategies, and professional development plans for the team. 

• Conduct regular pipeline reviews, deal inspections, forecasting sessions, and account planning activities. 

• Recruit, onboard, and retain top cloud sales talent while building a high-performance, accountable sales culture. 

• Identify and pursue new opportunities across cloud infrastructure, AI infrastructure, networking, storage, security, data center, and hybrid cloud initiatives. 

• Build multi-year account plans aligned to customer investment priorities, technology roadmaps, and business objectives. 

• Lead complex negotiations and large-scale commercial agreements with executive-level customer stakeholders. 

• Establish trusted advisor relationships with senior executives and technical decision-makers within hyperscaler organizations. 

• Engage with cloud infrastructure, networking, AI, data center, procurement, and business leadership teams. 

• Partner closely with Product Management, Engineering, Marketing, Alliances, Operations, and Finance teams to drive successful customer outcomes. 

• Coordinate global account resources to support strategic programs and large-scale deployments. 

• Influence product roadmap decisions by bringing customer requirements, competitive insights, and market trends back into the organization. 

• Leverage cloud marketplace programs, co-sell initiatives, and joint go-to-market opportunities. 

• Maintain disciplined forecasting, pipeline management, business review, and executive reporting processes. 

• Establish measurable KPIs tied to revenue growth, account expansion, customer satisfaction, forecast accuracy, and strategic business objectives. 

• Serve as an escalation point for critical customer initiatives, complex sales opportunities, and strategic pursuits. 

Education and Experience Required 

• Bachelor's degree in Business, Engineering, Computer Science, or a related field. 

• 10+ years of enterprise technology sales experience, including experience selling into cloud, infrastructure, networking, data center, AI, or platform environments. 

• Sales leadership experience managing strategic, enterprise, or global account teams. 

• Demonstrated success selling into major hyperscale cloud providers. 

• Experience managing forecasting, territory planning, quota attainment, pipeline inspection, and performance management processes. 

• Proven ability to hire, coach, develop, and retain high-performing sales professionals. 

Knowledge and Skills 

• Strong understanding of cloud infrastructure, data center technologies, networking, AI infrastructure, security, storage, and hybrid cloud architectures. 

• Strong executive presence with the ability to build trusted relationships and influence senior customer stakeholders. 

• Deep knowledge of enterprise sales processes, strategic account planning, complex deal management, and sales forecasting. 

• Ability to lead through influence in a highly matrixed, global organization. 

• Strong business acumen, negotiation skills, communication skills, and commercial judgment. 

• Ability to translate customer requirements and market trends into actionable sales strategies and product feedback. 

• Strong people leadership skills, including coaching, performance management, talent development, and succession planning. 

• Experience with cloud marketplace programs, cloud consumption models, co-sell programs, and partner-led growth strategies preferred. 

Preferred Qualifications 

• Previous experience working for or selling directly into a hyperscaler, cloud provider, or large-scale cloud infrastructure organization. 

• Experience managing Cloud Account Managers, Strategic Account Managers, Global Account Managers, or similar enterprise sales professionals. 

• Knowledge of AI infrastructure, cloud networking, data center modernization, hybrid cloud solutions, and as-a-service business models. 

• MBA or advanced degree preferred. 

• Experience managing global accounts and international business relationships. 

Scope and Impact 

• Leads a sales organization responsible for strategic engagement with major hyperscale cloud provider accounts. 

• Accountable for revenue growth, pipeline development, account penetration, forecast accuracy, and customer executive engagement across assigned accounts. 

• Influences strategy, product direction, go-to-market investments, and cross-functional execution supporting hyperscaler growth. 

• Provides leadership, coaching, and direction to Cloud Account Managers and extended account teams.