Senior Commercial Lead, Large Deals | AWS & Cloud Services

London, 3 days a week in the office | £75k to £90k base, £150k OTE | Permanent | Reports to the Managing Director

Most cloud sales roles ask you to hit a number on someone else's terms. This one hands you the biggest deals in the business, a direct line to the MD, and the freedom to decide how they get won.

The company

Our client is an established London-based cloud managed services provider and AWS Partner. They deliver cloud migration, modernisation, DevOps and 24/7 managed services across AWS, GCP and Azure, with a loyal base of long-standing clients in the UK and US. Client retention is strong, delivery is respected, and the business is now investing in its commercial team to go after larger, more strategic engagements.

The role

This is a newly created role leading the company's largest direct deals: complex, multi-year engagements worth £250k to £2.5m.

The model is simple and powerful. Professional services (migration, modernisation, engineering) lead into long-term managed services. Your job is to structure the build and the run together into one compelling commercial deal, and take it from first qualification to signature.

It is a net new, direct sales role. AWS is a genuine source of leads and you'll co-sell with AWS account teams where it helps, but this is deal leadership, not partner management. The pipeline you build through your own network and approach matters just as much.

What you'll do

Lead large deals

• Own the full sales cycle on £250k to £2.5m multi-year opportunities, from qualification through proposal, negotiation and close
• Shape proposals that combine professional services (migration, modernisation, DevOps, engineering) with managed services (24/7 support, managed cloud, ongoing operations)
• Build multi-threaded relationships across executive, technical and procurement stakeholders
• Lead commercial and contract negotiations: pricing structures, SOWs and multi-year terms

Align solution and delivery

• Bring in solutions architects, engineering and delivery to scope and shape large engagements
• Translate migration, modernisation and managed operations into clear commercial value for the client
• Make sure every deal is commercially sound and deliverable, balancing ambition with realistic scope

Build pipeline

• Originate large opportunities through your own network and AWS co-sell motions
• Represent the business at AWS events, industry functions and client meetings
• Feed market insight back into the company's commercial growth plans

Success is measured simply: new large-deal revenue.

What you bring

Essential

• A proven record closing complex, multi-stakeholder, multi-year deals of £250k+ in cloud, infrastructure or IT services
• Experience selling professional services and managed services together, not just one or the other
• A solid grasp of AWS: core services, architectures, and how migration and modernisation programmes run
• Comfort leading long sales cycles with multiple evaluation stages and formal procurement

Strong plus

• AWS co-sell experience alongside AWS account teams
• AWS certifications (Cloud Practitioner, Solutions Architect or equivalent)
• A background at an AWS partner, cloud MSP or cloud consultancy
• Working knowledge of DevOps, infrastructure-as-code and modern cloud operating models

How you work

• Equally confident in front of a CFO, a lead engineer and a procurement team
• Sharp commercial judgement and a strong negotiator on high-value, multi-year contracts
• Owns a deal end to end with minimal supervision
• Collaborative, pulling sales, delivery and technical teams together to get deals over the line

Why this role

• The biggest deals in the business, with a direct line to the Managing Director
• Real autonomy to shape the role and how the company sells large engagements
• An established, well-regarded business that is actively growing its commercial team
• £75k to £90k base, £150k OTE

Interested?

Ice Recruitment is handling this search. For a confidential conversation, contact Neo at neo@ice-recruitment.com or on 07961 381 096.