Azure Sales Specialist

Technology, Data & Digital · Software & Web Development · Software Engineering

In short

Azure Sales Specialist focused on driving digital transformation conversations across multiple solution areas, collaborating with partners and account teams to identify and close new opportunities. This role involves managing the end-to-end business of an assigned territory, forecasting, and developing sales strategies to achieve sales goals.

Responsibilities

Collaborate with partners and services to drive conversations on digital transformation.
Track, qualify, and expand new opportunities.
Identify, develop, and articulate solutions aligned with customer needs.
Contribute input and coach team on strategies to drive and close prioritized opportunities.
Cross-sell, up-sell, and co-sell with One Commercial Partner (OCP) and partners.
Manage and/or orchestrate sales and delivery success through the account team and pursuit team.
Conduct business analysis to pursue high-potential customers and develop target lists.
Manage the end-to-end business of the assigned territory.
Conduct forecasting for accounts and develop portfolio and territory plans.
Engage in business planning and rhythm-of-business (ROB) meetings.
Coach others on ensuring customer/partner satisfaction and implementing recovery action plans.
Turn opportunities into deals by understanding customer business and priorities.
Create guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.
Identify opportunities to drive consumption and grow business with existing customers.
Ensure rapid and robust deployment plans for licensing transactions and project engagements.
Partner with internal and external stakeholders to identify and remove blockers to consumption.
Implement strategies to accelerate deal closing.
Coach less experienced team members in deal plan execution.
Implement close plans to de-risk and drive predictable deal closure.
Discover new opportunities and drive incremental revenue growth.
Interface with customers and build relationships via social selling.
Apply Microsoft's sales process (MSP) to determine opportunity quality.
Identify customer business needs and technology readiness.
Propose prioritized solutions that align with customers' needs and articulate their business value.
Build external stakeholder mapping and engage senior business decision makers.
Apply the orchestration model to drive deal closure by identifying and aligning internal stakeholders.
Leverage and expand relationships with partners.
Analyze competitor products, solutions, and/or services and implement strategies to position Microsoft against competitors.
Provide analysis of the competitive landscape in supported solution areas.
Evaluate opportunities and make recommendations on pursuit or withdrawal.

Requirements

Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience.
Communicating with Impact: Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements.
Conflict Resolution: The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
English Language Proficiency: The ability to speak and understand English when giving instructions and directions, and when talking with colleagues, managers, and others for work matters.
Oral Communication: The ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions.
Presentations: The ability to create and deliver formal presentations to others.
Technical Communication: The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
Written Communication: The ability to prepare clear, accurate, and understandable written text.
Cultivating Strategic Partnerships: Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor.
Business Relationship Management: The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors.
Executive Relationships: The ability to interact confidently with senior leaders of the organization.
Sell-With Partners: The ability to successfully navigate and activate partner resources and relationships.
Trusted Advisor: The ability to build trusted advisor status and deep relationships across stakeholders.
Maximizing Business Opportunities: Maximizing business objectives by leveraging a deep understanding of businesses and their needs, and opportunities across market, industry, and competition.
Business Acumen: The ability to understand the parts of the business and their interrelationships.
Business Knowledge: The ability to appreciate the technical nature of the business, as well as how a particular function relates to that industry and the competition.
Market Knowledge: Knowledge of the market context in which the business operates.
Technology Industry Knowledge: Knowledge of trends, direction, new products, and changes in the technology as it applies to a particular area of focus.
Optimizing Account Operations: Managing and optimizing sales accounts through strategic decision-making, deep understanding of sales cycle timeframes, and leveraging advanced tools, programs, and insights to drive KPIs.
Account Management: Knowledge of and ability to manage individual customer/partner accounts or a portfolio of aggregate account pipelines.
Decision Making: The ability to make decisions in a fast-paced, rapidly changing environment.
Opportunity/Deal Orchestration: Ability to manage sales opportunities and/or deals by making arrangement and coordinating processes.
Sales Strategy: Ability to develop strategies to manage pipeline and meet sales goals.
Selling Solutions: Selling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking.
Consultative Selling: The ability to understand customer needs through dialogue before recommending products/services.
Creativity: The ability to apply ingenuity, inventiveness, and imagination to the inclusive design and construction of a product, service, program, or initiative.
Negotiation: The ability to achieve mutually satisfying agreements in negotiations with others.
Problem Solving: The ability to identify problems and review related information to develop and evaluate options and implement solutions.
Storytelling: The ability to sell and communicate value within and outside the company by sharing stories and historical anecdotes.
Technical Sales: The ability to explain Microsoft's products and services to customers and identify opportunities for customers to grow their business.
Microsoft Products: Knowledge of Microsoft products/services and the ability to participate in technical conversations related to products/services.
Competitor Intelligence: Knowledge of competitors and their products or services in the market.
Forecasting: The ability to predict future trends related to systems, products, and services for the purpose of business decision-making.
Project Management: Knowledge of and the ability to carry out the process of planning, organizing, and managing tasks and resources to accomplish a well-defined objective.

Desired Qualifications

Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience OR 8+ years of technology-related sales or account management experience.
3+ years of solution sales or consulting services sales experience.

Benefits

Microsoft is an equal opportunity employer.
All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.
If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Skills

Microsoft ProductsAzure

#Azure#Sales#Digital Transformation#Cloud#Technology#Solutions

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