Cloud & AI BD Team Lead

ELP Consult Ltd.; London; On-site; NOK 1,509,000 - 2,264,000; Full time

Job summary

ELP Consult Ltd. in London seeks an experienced cloud sales professional to lead public cloud deals with B2B/B2G clients. You will map decision makers, articulate the value of cloud offerings, and drive migrations and upsell.

You will build long-term relationships with C-level executives, accelerate decision-making, and coordinate cross-functional teams to deliver winning proposals and strategic partnerships.

Qualifications

• 8+ years in cloud computing with proven public cloud sales or B2B/B2G experience.
• Experience leading large-scale customer migrations.
• Experience scaling revenue across Key Accounts (KA).
• Team leadership experience of 3+ years or success managing cross-functional projects.
• Deep understanding of how products deliver value in industry scenarios.
• Ability to secure strategic entry into large enterprise accounts via partnerships.

Responsibilities

• Analyse industries, map customer decision chains, and win strategic partnerships.
• Translate customer needs into qualified sales opportunities and upsell.
• Present Cloud solutions and articulate competitive advantages.
• Drive rapid decision-making and close deals while hitting targets.
• Provide end-to-end business support through the customer lifecycle.

Skills

Cloud sales

KA management

Pre-sales

Partnerships

Job description

London, United Kingdom | Posted on 01/09/2026

Customer Relationship Building and Business Opportunity Development

• Proactively analyse key industries within the assigned country/market, identify key or potential customers, and independently map out the customer’s decision-making chain to uncover real needs.
  
• Engage customers using their business language to build trust, uncover product and technical requirements, and convert those requirements into qualified sales opportunities.
  
• Drive upsell and cross-sell initiatives with existing customers, enhance their experience across service and business collaboration, accelerate cloud resource consumption.
  
• Maintain regular contact with both existing and prospective customers to stay informed of their business strategies, budget cycles, vendor landscape, organizational structure, and technical environment.
  
• Identify and navigate the customer’s decision-making chain; cultivate and sustain strong relationships at critical decision points — particularly with C-level or C-level direct (CXO-D) executives — to secure strategic support and long-term partnership in both business and technology domains.
  

Product and Technical Value Communication

• Leverage in-depth understanding of the customer’s industry and business context to help them recognize the technical value of Cloud’s core offerings — including the Cloud Operating System, the “7 Core Products” and AI/Intelligent Computing solutions — while clearly articulating Cloud’s differentiated competitive advantages over rival providers, reinforcing its positioning as the customer’s optimal strategic partner.
  
• Independently deliver presentations to customers on Cloud’s standardised product solutions; or, with support from Solutions Architects (SA), independently articulate tailored solutions aligned with the customer’s specific business scenarios — clearly communicating the competitive advantages of Cloud’s offerings and the concrete business value they enable for the customer.
  

Drive Decision-Making and Opportunity Conversion

• Drive rapid customer decision-making and sustained adoption of Cloud products and technical solutions through effective resource integration and strategic engagement — ensuring continuous value delivery to the customer.
  
• Employ a full range of sales strategies — including persuasive communication, commercial negotiation, and tailored pricing proposals — to convert opportunities into closed deals, achieving performance targets while fostering mutually beneficial outcomes with customers.
  
• Proactively identify and escalate customer experience issues encountered during product usage, driving internal cross-functional collaboration to resolve them — thereby catalysing improvements in Cloud’s product solutions, service delivery, and operational processes.
  

Business Support

• Provide end-to-end business support throughout the customer lifecycle by coordinating cross-functional resources to ensure successful project implementation, and proactively identifying and resolving product usage issues in a timely manner.
  
• Accelerate the iterative adoption and optimisation of Cloud products on the customer side to effectively support the achievement of their technical objectives.
  

Requirements

• Over 8 year of experience in cloud computing industry, with proven track record in public cloud sales and B2B/B2G sales or pre-sales roles
  
• Extensive experience leading large-scale customer stack migration initiatives.
  
• Extensive experience in scaling revenue across Key Accounts (KA)
  
• Industry-specific domain expertise preferred
  
• Experience working with core competitors preferred
  
• Over 3 years of team leadership experience, or demonstrated success in managing cross-functional, cross-departmental complex projects
  
• Demonstrate deep understanding of how various products deliver value in common industry/business scenarios; comprehend customers’ business to uncover pain points, and leverage domain-specific insights to guide and shape customer requirements.
  
• Conduct comprehensive analysis and diagnosis of customers’ strategic, operational, and technical landscapes, and deliver forward-looking industry solutions.
  
• Develop effective new customer acquisition methodologies based on market analysis and industry insights — including target customer profiling, outreach strategies, pain point analysis frameworks, and solution-matching approaches, empower teams to execute them, and replicate success at scale across specific regions or industries.
  
• Secure strategic entry into renowned large enterprise accounts by leveraging strategic partnerships and ecosystem-driven co-marketing initiatives to achieve high-impact “breakthrough” wins.
  
• Secure customers’ future budget commitments through strategic-level CSPA — such as joint innovation initiatives or long-term consumption agreements — to significantly increase wallet share.
  
• Systematize successful upsell cases from individual customer or industry into repeatable models, and replicate them across markets to drive scalable growth.
  
• Independently initiate "Call High" engagements with KA customer stakeholders (e.g., CEO, CTO or business unit leaders), conduct effective business and technical dialogues, influence and accelerate decision-making.
  
• Based on customer needs, construct a win-win-win value chain among internal team, customers, and partners through strategic value alignment.
  
• Plan and align partners according to industry, customer, and regional requirements.
  
• Build deep and broad customer relationship ecosystems; serve as a trusted advisor to customers.
  
• Combine industry technology trends with customer business models to generate deep insights; deliver forward-looking recommendations that address core business challenges.
  
• Lead strategic-level project breakthroughs; guide and support team members in negotiations, steer partnership discussions, and influence negotiation outcomes through the decision chain.