Director of Sales, Cloud Services

ClearBridge Technology Group is a privately held national technology services company. Founded in 2005 and headquartered in Billerica, Massachusetts, with operations throughout the U.S. ClearBridge runs two core offerings, Client solutions and Technology Staffing. Client Solutions delivers outcomes: dedicated consultants and teams that take on a defined scope of work and own it through to completion. Staff Augmentation delivers people: credentialed consultants and teams who work under the client's direction. This role will support both organizations with selling and implementing cloud services.

ClearBridge's VMware and Cloud practice is one of the top Global Delivery Subcontracting Partners within VMware by Broadcom's Professional Services Organization, and ClearBridge is a Broadcom Expert Advantage Partner. That business gives us a deep bench of senior cloud and virtualization consultants, a track record of delivering large infrastructure projects, and relationships inside some of the largest enterprise accounts in the country. Named to the Inc. 5000 six years in a row and to the Inc. Best Workplaces list in 2022, 2024 and 2026.

The Role
ClearBridge is hiring a Director of Sales to build and lead a cloud services sales practice at ClearBridge. This is a player coach role. You will carry your own quota (to begin with) and close your own deals while you hire, train and lead a team that sells cloud services. Core focus will be to drive new business outside of existing channel relationships in the VMware by Broadcom ecosystem.

The focus is cloud services across the board: AWS, Azure, VMware, Google Cloud Platform (GCP), Oracle Cloud Infrastructure (OCI), hybrid and private cloud, cloud migration & modernization, cloud security, and FinOps.

You will have three responsibilities:

Build a cloud services sales team from the ground up. Define the go-to-market, set the plan, hire the people, build the pipeline and run the number.

Support our existing sales team. Our BDMs and account managers have strong relationships in their accounts. You will help them sell cloud services into those existing clients and into new clients, join their calls, shape the deals, and bring our cloud offerings into every account where they belong.

Carry your own number. This is a player coach role. While you build the team, you sell. Start with your own relationships and network, open new accounts, and work alongside our BDMs in their accounts. You are not waiting for the team to be hired before you produce.

We expect you to show up as a polished, senior sales leader who can sit across from a CIO or CTO, talk cloud strategy with credibility, and bring a book of relationships with you from day one.

What You Will Do

• Own the cloud services number. Carry a personal quota and a team quota.
• Build the cloud services sales plan: target accounts, offerings, pricing approach, pipeline targets and forecast cadence.
• Recruit, hire, onboard and coach a cloud sales team. Start with the first hires and grow the team as the business grows.
• Prospect and close new logo business for cloud consulting, migration, modernization and managed services engagements.
• Work with the existing BDM and account management team to find cloud opportunities inside current accounts and run those pursuits together.
• Lead executive conversations with CIOs, CTOs, VPs of Infrastructure and heads of Cloud. Run discovery, build the business case and present the proposal.
• Work with our delivery and solution architecture team to scope engagements, write SOWs and price work we can deliver well.
• Build and work relationships with AWS, Microsoft, Google Cloud and Broadcom partner and field sales teams to generate co-sell opportunities.
• Keep an accurate pipeline and forecast in the CRM and report weekly on activity, pipeline and closed business.
• Set the standard for how we sell cloud: sales process, deal reviews, proposal quality and account planning.
• Represent ClearBridge at industry and partner events.

Requirements

• 10 or more years of technology services sales experience, with at least 3 years in a director or sales leadership role.
• A track record of selling high end cloud services (AWS, Azure, Google Cloud, hybrid cloud, VMware) as consulting, professional services or managed services. Services sales, not just product resale.
• You have built a sales team before. You know how to hire, ramp and manage sellers and you have the results to show for it.
• An active rolodex of enterprise and mid-market buyers, cloud partner contacts and channel relationships that you can put to work quickly.
• A consistent history of hitting or beating quota on seven figure annual numbers.
• Executive presence. You are comfortable and credible with C-level and VP-level buyers, and you write and present at a high level.
• Technical fluency in cloud. You do not need to be an engineer, but you need to understand cloud architecture, migration paths, consumption models and the partner programs well enough to lead the conversation.
• Experience working inside the hyperscaler and vendor partner programs (AWS Partner Network, Microsoft partner programs, Google Cloud Partner Advantage, Broadcom).
• Comfortable in a hands-on role. You will be building, not inheriting.
• Willing to travel as needed to clients, partners and our offices.

Preferred experience

• Experience selling into SLED or the federal government, including DoD.
• Experience at a cloud consulting firm, MSP, systems integrator or VAR.
• Cloud certifications such as AWS Cloud Practitioner or Solutions Architect, Azure Fundamentals or Solutions Architect, or Google Cloud Digital Leader.
• Experience with a staffing or staff augmentation business model.

What Success Looks Like
First 90 days

• Learn our cloud delivery capabilities, our people and our current accounts.
• Build the cloud services sales plan and get it approved.
• Start working deals with the existing sales team and open your own pipeline.

First 6 months

• Close your first cloud services engagements.
• Make the first team hires.
• Have a working co-sell motion with at least one hyperscaler.

First 12 months

• A funded, repeatable cloud services pipeline with a reliable forecast.
• A team that is ramped and producing.
• Cloud services showing up as a line of business across our existing accounts.

ClearBridge Technology Group is an Equal Opportunity Employer.

The expected salary range for this position is between $175K-$250K + uncapped commission, with an expected OTE of $300,000-$500,000

The posted range is an estimate. The actual compensation offer will be based on the candidate's experience, skills, qualifications and will be in line with internal equity.

If interested, please email abehrman@clearbridgetech.com