Sales Development Representative - Hyperscale Marketplace

The Sales Development Representative (SDR) for Hyperscaler Marketplace plays a critical role in driving new business opportunities by engaging prospective customers and presenting the advantages of purchasing solutions through cloud marketplaces such as AWS, Azure, and GCP with SCC. Positioned at the forefront of the organisation’s go-to-market initiatives, this role is tasked with identifying accounts that demonstrate marketplace potential, educating buyers on marketplace benefits, and fostering collaboration with hyperscaler field teams to ensure co-sell alignment.

In this capacity, you will work closely with vendor managers and cloud partner stakeholders to identify and unlock new logo opportunities. The role involves accelerating procurement cycles through marketplace private offers and guiding customers to make the most of their committed cloud spend, including Enterprise Discount Programs (EDPs) and Microsoft Azure Consumption Commitments (MACCs).

Net New Pipeline Generation

• Identify and engage prospective customers with potential for cloud marketplace adoption by utilising intent data, partner referrals, and proactive outbound prospecting.
• Develop outreach campaigns that educate prospects on the advantages of marketplace purchasing, such as expedited procurement, financial alignment, and purchasing flexibility.
• Qualify prospects’ interest and arrange meetings for the direct sales team or business development representatives focused on marketplace opportunities.
• Collaborate with marketing to initiate top-of-funnel campaigns targeting greenfield accounts.
• Onboarding of net-new customers to SCCvia Hyperscale marketplace

Marketplace & Co-Sell Activation

• Coordinate with AWS, Azure, and GCP partner teams to identify accounts aligned for co-sell and marketplace engagement.
• Monitor cloud usage intent and assist customers in utilising their committed spend through private offers or partner solutions.
• Support the structuring of marketplace transactions in partnership with internal and external stakeholders.

CRM & Reporting

• Maintain accurate records in SalesHub and relevant partner tools such as AWS ACE and Microsoft Partner Center.
• Track performance across key metrics, including the number of net new meetings booked, pipeline generation, revenue and gross margin influenced by marketplace activities.

Market & Product Intelligence

• Keep abreast of developments in cloud marketplace models, co-sell incentives, and pricing structures.
• Develop a comprehensive understanding of how the organisation’s services and partner solutions are transacted through each cloud marketplace.

Experience

• 1–2 years of experience in sales development, lead generation, or alliances/partner sales, preferably within a cloud or technology-focused environment.
• Demonstrated success in prospecting and securing new accounts.
• Familiarity with cloud marketplaces (AWS, Azure, GCP) and cloud financial structures is highly desirable.

Skills

• Proficient in outbound sales with the ability to independently build and manage a prospecting pipeline.
• Effective communicator, capable of conveying value propositions to technical, procurement, and finance stakeholders.
• Skilled at articulating marketplace value in a manner that is clear and focused on business outcomes.
• Strong discipline in CRM usage and activity management.

Additional Strengths

• Experience collaborating with hyperscale field sales roles such as Partner Development Managers (PDMs) and Partner Sales Managers.
• Understanding of private offer workflows, cloud budgeting processes, and programmes like EDP and MACC.