The role involves building and leading a Compute Sales team, establishing strategies, creating playbooks, and driving revenue for Compute-as-a-Service by engaging with customers and stakeholders.
The Role
Reporting to the EVP, GTM Transformation, this role will build and lead Megaport’s first dedicated Compute (Latitude) Specialist team in North America. You will establish the strategy, operating model, and execution rhythm for how we bring Compute-as-a-Service to market, working hand-in-hand with Megaport’s regional sales organisation.
This is a true build-phase role: you will design and pilot early GTM plays, hire and develop the first generation of Compute Sales Specialists & Architects, validate what works with customers, and scale the motion across the business. You will work closely with Product, Marketing, Channel, and Customer Success to integrate compute and connectivity into one unified commercial motion.
You will receive direct support, coaching, and partnership from GTM Transformation leadership to establish foundational processes, operating rhythms, and team cadence. This role is ideal for a high-performing cloud/compute seller ready to build something new at scale.
What You’ll Be Doing
- Build & Incubate
- Build the North America Compute Specialist function from the ground up, including hiring, onboarding, and defining team structure and territory coverage.
- • Create the early playbooks, value frameworks, and sales motions that combine compute and connectivity into a unified GTM story.
- • Validate early customer plays through outreach, POCs, and structured field feedback loops, iterating quickly on what drives adoption.
- • Stand up core operating motions: forecasting, pipeline reviews, inspection rhythms, deal strategy, and account planning.
- Partner With the Field
- Embed deeply with the NAM Sales team and regional leaders to co-own territory plans, target accounts, and joint pursuits.
- Enable Megaport sellers on compute use cases, workloads, vertical motions, and how customers combine bare metal with network services.
- Build trust and alignment with indirect/channel teams and cloud partners to ensure specialist efforts enhance and extend partner-led motions.
- Engage VP and C-Suite stakeholders across enterprise and cloud-native customers to drive strategic deals and long-term value.
- Scale What Works
- Transform successful pilots into repeatable, scalable processes that the broader field can adopt.
- Develop coaching rhythms, enablement sessions, and customer frameworks to scale compute proficiency across the sales organization.
- Translate market feedback into actionable insights for Product, Marketing, and executive leadership to shape roadmap and GTM evolution.
- Build a direct and indirect route-to-market model that aligns with Megaport’s regional strategy.
- Drive Revenue & Execution
- Lead the team to deliver a consistent new logo and expansion revenue tied to Compute-as-a-Service.
- Maintain strong forecasting discipline using Salesforce, ensure pipeline accuracy and measurable execution.
- Operate with urgency and a clear bias toward action, driving momentum through the build phase and into predictable scale.
- Guide Specialists on deal structure, technical positioning, influence across buying groups, and building multi-workload customer growth.
- Technical & Product Proficiency
- Build an understanding of Megaport’s connectivity platform, APIs, cloud partner integrations, and how compute and network combine to solve customer problems.
- Stay current on Latitude compute capabilities, competitive landscape, developer workflows, and emerging infrastructure trends.
- Participate confidently in technical discussions with customers, prospects, and partners.
What We’re Looking For
- High-performing seller or specialist with deep experience in compute, bare metal, cloud, or infrastructure-as-a-service.
- Demonstrated leadership potential with a strong desire to transition into building and leading a team for the first time.
- Experience shaping GTM plays, influencing product direction, and working cross-functionally in fast-moving environments.
- Strong presentation and communication skills, including credibility with VP and C-Suite stakeholders.
- Ability to influence without authority and collaborate closely with regional direct sales teams.
- Data-informed decision maker with strong forecasting and pipeline management discipline.
- High integrity, sound judgement, professionalism, and openness to giving and receiving feedback.
- Comfortable operating in ambiguity, iterating quickly, and building structure where none exists.
- Proficiency in Salesforce, Google Suite, Slack, and BI tools is highly beneficial.
What We Offer
- Flexible working environment – a remote-first culture with coworking options available
- Generous leave plans – including, parental leave, birthday leave, and a purchased annual leave program
- Health and wellness support – through a wellness allowance and employee wellbeing initiatives
- Comprehensive learning support – generous study and training allowance plus paid study leave
- Creative, modern workspaces – designed to inspire when you're not working remotely, plus access to coworking spaces via our global WeWork membership if you work remotely, but like to get out of the house sometimes
- Motivated, inclusive team – work alongside industry experts and fresh talent
- Recognition programs – celebrate achievements with our Legend and Kudos award
#LI-DNI
Top Skills
Bi Tools
Google Suite
Salesforce
Slack
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