Hybrid Cloud
Competitive plus benefits

About The Role

Position Summary

Businesses of all sizes need to get the most from the latest cloud technologies, tools, automation, and development practices to solve their toughest business challenges. We provide consulting and management services covering the full range of hybrid cloud options. Claranet is one of the only two companies in the world to hold premier partner status with AWS, Google, and Microsoft as well as providing our own Claranet Cloud solutions.


The Cloud Business Unit represents a significant UK revenue number and the primary focus of the role is to drive organic growth in our hybrid-cloud services by staying close to our customers, ensuring the services are marketing-leading and providing expert pre-sales support to close existing and net new logo business.


The 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 support 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 contracts generating long term recurring revenues through Cloud Services.

About You

Roles and Responsibilities

  • Provide sales engagements with subject matter expertise, driving both existing and net new business as per targets
  • Integrate Vendor Incentives, Programs and Funding into deal commercials
  • Provide guidance and lead on Claranet’s Cloud BU proposition, capabilities and processes
  • Guide customers on the customer journey to (hybrid) cloud
  • Articulate and provide guidance on Claranet’s Competitive Edge Consulting Process
  • Educate and sell the value of our support approach: SysOps, CloudOps, DevOps, FinOps and IaC
  • Create and close up-sell and cross-sell opportunities
  • Perform training sessions for colleagues on Cloud BU proposition and capabilities
  • Establish and manage new senior level contacts with customers
  • Provide an accurate forecast of ongoing opportunities in the pipeline.
  • Stay up-to-date with new cloud capabilities and feature launches
  • To qualify sales and retention opportunities and drive them through to closure, working closely with colleagues across the Cloud BU.
  • To develop and close new logo opportunities as well as opportunities within the existing customer base.
  • To Support Sales efforts and “elevate” the conversation on hybrid cloud opportunities
  • To provide mentoring and coaching to other Consultants to enhance their knowledge of Cloud BU process, methodology and execution against plan
  • To support demand-generating marketing activities for the Cloud BU
  • 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 Accounts.
  • To generate and prospect for new sales opportunities
  • To provide Specialist (Hybrid) Cloud knowledge to the wider Claranet community


Key Performance Indicators

  • Contribute to and deliver against the Cloud BU sales target
  • Generate booking and profit/contribution in line with the sales strategy and associated pay plan.
  • Follow the internal sales process
  • Achieve sales targets.
  • 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 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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