Cloud Marketplace Lead

Randalls Way, Leatherhead KT22 7TW, UK Req

29 April 2025

Bytes is a top provider of premium IT solutions and services, working with SMEs, corporations, and public sector organizations to modernize and digitally transform their IT infrastructures. Founded in 1982, Bytes has experienced significant growth, now employing over 750 people across seven locations in the UK and Ireland, with a turnover surpassing £2 billion.

At Bytes, we nurture talented individuals to achieve remarkable outcomes and are dedicated to supporting our employees through continuous training, guidance, and development to help you advance and fulfil your career goals. We foster a culture of innovation, collaboration, recognition and inclusivity and offer a wide range of benefits to support staff wellbeing.

• Operating from modern, hybrid working environments with offices in Leatherhead, Reading, London and Manchester
• 25 days holiday per annum plus bank holidays and Christmas period
• Excellent learning and development opportunities
• Open plan office with collaborative working spaces, on-site gym, outdoor tiki bar, coffee bar, and lunch area
• Company wellbeing and social events
• Sports and social clubs
• Incentive trips
• Employee Assistance Programme
• Discounted private healthcare
• EV scheme and Ride to Work scheme
• Winners of an array of industry awards
• Great Place to Work Certified
• Sunday Times Top 100 Best Places to Work
• Supporters of 85+ charities with strong commitment to diversity and sustainability

POSITION DETAILS:

Position Title:

Reports to (POSITION):

Reports to (POSITION):

Team:

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Bytes Software Services is seeking a proactive and experienced Cloud Marketplace Lead to drive growth and expand our presence within cloud marketplaces. Namely, AWS, Azure, and Google Cloud.

In this role, you will be responsible for owning the Marketplace sales target (both revenue and GP), promoting cloud marketplace procurement strategy to new and existing customers and closely collaborating and enabling our sales team to encourage customers to buy through the Cloud Marketplace. You will be responsible for growing our Cloud Marketplace revenue and GP, showcasing the value of cloud marketplace as part of a digital procurement transformation strategy and reporting back into the business against the success metrics.

Your role is pivotal for enabling the sales team, developing go-to-market strategies, and executing initiatives that align with the broader business objectives.

If you have a passion for cloud technology, are results-driven, and have strong knowledge of AWS, Azure, and GCP Marketplaces, this role is for you

• Sales Enablement: Develop and implement ongoing sales enablement plans to ensure the sales team are equipped to articulate the value of cloud marketplaces to customers early in the sales cycle. This includes maintaining the "Why Bytes for Marketplace - Intelligent Procurement" sales play, along with any segment specific sales messaging, account for different plays into different segments (Enterprise vs Mid-Market for example). You will also be responsible for creating and executing any Marketplace Sales Incentive programs.
• Customer Onboarding & Growth: Proactively seek out and onboard new customers to cloud marketplaces (AWS, Azure, GCP), driving adoption of marketplace solutions through strategic engagement and consultation directly with our customer base. Working with our Marketplace operations team, ensuring smooth and excellent customer service.
• Drive Marketplace Growth: Track the Flywheel metrics to categorise customers engagement (Deep, Spinning, or Entered) and develop action plans for each. Increase utilisation of Private Pricing Agreement (PPA) and Microsoft Azure Consumption Commitment (MACC) through proactive engagement, even when those contracts are not via Bytes.
• Work with our Software Optimisation Team to drive our holistic procurement advisory service as part of our value offering.
• Work with the marketplace operations team to support individual transactions to assist customers with procurement strategy, resulting in us gaining Partner Attainment Levels (PAL) to ensure Bytes benefits from direct customer marketplace spend. You will work with Vendor Alliance Managers (VAMs) to ensure we are aware and are driving competitive offers and innovative pricing models.
• Vendor Business Plans: Work closely with VAMs to incorporate marketplace goals into their business plans, ensuring that marketplace sales and growth objectives are aligned with the broader sales strategies.
• Marketplace Strategy & New Revenue Streams: Identify and execute on new revenue opportunities within cloud marketplaces, such as expanding into additional procurement services, drive adoption of managed services, and curated private marketplace.
• Data-Driven Targeting: Utilise both in-house and hyperscaler data and reporting to identify and pursue opportunities to win marketplace business for Bytes.
• Industry Thought leadership: Be active in social media and present 'Why Bytes for Marketplace' at Hyperscalers & Vendors. Be an active contributor to analyst reports such as Gartner and Canalys to ensure Bytes are front and centre.

Success Metrics

• Customer Onboarding: Successfully onboard new customers to AWS, Azure, and GCP Marketplaces. Use our trading cloud customer base as the target.
• Customer Growth: Increase share of wallet via number of transactions per customer.
• PPA & MACC Adoption: Drive adoption of PPA and MACC programmes among existing and new customers, positioning Bytes as their preferred marketplace partner.
• Revenue Growth: Contribute to revenue growth by identifying and securing new marketplace sales opportunities, with a focus on AWS, Azure, and GCP.
• Renewal Wins: Lead initiatives to win renewal business for PPA, even if they aren't originally transacting through Bytes.

The description above reflects the core responsibilities/activities of the role but is not intended to be all-inclusive; other duties may be required in addition to changes in the emphasis of duties as required by the business from time to time.

Function Specific Attributes:

• Work with strategic vendors, primarily Microsoft, AWS, GCP, to build and execute a sales and marketing plan, coupled with sales enablement, that aligns to Bytes' wider business goals and growth strategy.
• Cloud Marketplace Expertise: In-depth knowledge of AWS, Azure, and Google Cloud marketplaces, including pricing models, procurement processes, and partner ecosystems is desirable.
• Sales & Business Development: Proven track record in business development, sales, or account management, ideally within cloud technology or marketplace environments.
• Customer Engagement: Strong ability to build relationships with customers, articulate the value of cloud marketplace solutions, and drive adoption.
• Data-Driven Approach: Ability to use data and analytics to identify trends, track customer engagement, and create strategies to increase cloud marketplace sales.
• Cross-Functional Collaboration: Proven ability to work across teams such as sales, product, and marketing to drive a unified approach to marketplace strategy.
• Excellent Communication Skills: Strong written and verbal communication skills with the ability to present ideas clearly and persuasively.

WIDER TEAM NETWORK

Internal

• Pre-Sales Technical Leadership Team

External

• Strategic vendors stakeholders
• Strategic distributor stakeholders

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• Batchelor's Degree in technology or business management.

DESIRABLE

Years of Experience

• Five (5) years+ of demonstrable sales experience within the software technology industry.
• Previous Team Management Experience (Minimum 2 years).

REQUIRED

REQUIRED

Other Requirements

• Commercial and technology understanding in digital workspace and related technologies.
• Ability to pitch Bytes Value and key focus areas.
• High-level understanding of two or more of: Security, Public Cloud (Azure or AWS), Hybrid Infrastructure (including data, storage, and platforms), Networking, FinOps, AI, Data Analytics, Automation, Software Asset Management, or Service Management.

REQUIRED

REQUIRED

REQUIRED

• Commercial acumen and ability to construct and drive negotiated outcomes to achieve positive results.
• Track record of meeting and exceeding sales targets.
• Able to work under pressure and meet deadlines.
• Excellent organisational skills - able to manage and prioritise and tasks and time of self and others.
• Able to demonstrate initiative and a proactive approach to activities and tasks.
• Able to work with business and technical stakeholders within Bytes, customers, and vendors.

OBJECTIVE

MEASURE

FREQUENCY

Number of opportunities

Number of new opportunities created in period

Number of net new deals closed, GP relating to those, number of win wires.