Hybrid Cloud
Competitive plus benefits

About The Role

The Principal Cloud Sales Specialist role combines Technical Pre-Sales capability with Sales Opportunity Ownership and Management under the framework of “Pursuit Sales”. The role is intended to take opportunities anywhere from initial Customer Engagement through to Deal Closure, both as a team player to supporter larger complex opportunities, and as an Individual Deal Owner to generate positive Sales Outcomes for the Business Unit. The role is quota bearing and is targeted on the signing of New Business generating long term recurring revenues through Cloud Services.


A Principal Cloud Sales Specialist will have significant experience in Cloud Implementation & Transformation and be able to articulate and design Customer Services and Solutions, based on the following major product areas:

  • Public Cloud i.e. Hyperscalers with a focus on Microsoft Azure and Amazon’s Web Services (AWS)
  • Claranet Cloud (VMWare Based multi-tenanted Private Cloud)
  • Managed Services Framework i.e. CloudOps and SysOps
  • Backup and Disaster Recovery
  • Acting as a trusted advisor within IT teams, you will build high-level relationships within various stakeholders in a range of Enterprise customers to provide value-added and personalised consultative engagements, resulting in a long term commercial and service relationship as well as customer loyalty with Claranet.
  • This role combines consulting, technical and pre-sales responsibility, residing within the Cloud Sales Team of the Cloud BU.
  • To act as a lead Cloud Specialist within the Cloud BU, working on large complex multi-year bids and customer engagements.
  • Develop and deliver strategies and concepts for cloud-based enterprise solutions to support the Cloud BU’s aspiration to win several £1m + multiyear contracts per financial year
  • To Support Claranet Sales efforts and “elevate” the conversation on cloud opportunities
  • To provide mentoring and coaching to other more Junior members of the team
  • To generate up-sell and cross sell opportunities and facilitate client relationships.
  • To support re-contracting and transforming customer solutions to minimise risk of customer churn.
  • To support, retain and grow selected Enterprise Accounts and support them on their cloud journey
  • To elevate our relationship with the Hyperscaler’s who key go to market influencers for Claranet are
  • To provide Specialist Cloud knowledge to the wider Claranet community


Key Performance Indicators

  • Generate booking and profit/contribution in line with the sales strategy and associated pay plan.
  • Help productionize the scalable delivery of our Consulting services and Competitive Edge Process
  • Assist the Head of the Team, to develop a dynamic, respectful and professional working culture
  • Follow the internal sales process to grow pipeline in line with targets.
  • Retain and grow revenue from existing accounts (where applicable)
  • These KPI’s, as well as other traits, skills and knowledge requirements will be measured and monitored.

About You


  • Experience working within Enterprise IT team’s or projects
  • Articulate the challenge to transform of people, process and technology
  • Understands Commercial Models
  • Ability to lead by example
  • Proven track record of revenue generation.
  • Experience of working, consulting or selling AWS, Azure or Google Cloud services.
  • Experience of working with complex sales in a consultative manner.
  • Strong team player.
  • Desire to develop leadership capabilities
  • Ability to manage and control a sales pipeline.
  • Strong negotiation skills.
  • Sound business acumen and ability to hold business-level conversations with senior client contacts.

About Us

Claranet combine pioneering technologies, practices, and expertise to propel our customers ambitions. Through a vibrant customer centric culture of collaboration, learning, and opportunity, we nurture a dynamic community of the best technology and service expertise spanning cloud, cybersecurity, networks, and unified communications.

Founded in 1996, Claranet has evolved into a multi-disciplinary technology services provider with global reach. The company has annualised revenues of circa £350 million, over 6,500 customers, and more than 2,000 employees in nine countries. In the UK we have over 500 staff working in London, Gloucester, Warrington, Bristol, and Leeds, or as homeworkers.

Claranet consistently appears in The Sunday Times Top Track 250 as one of the fastest growing privately-owned businesses in the UK. Our international success is driven by local service, out of local offices, using a mixture of local and international infrastructure, including hyperscaler clouds.

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