Responsibilities

• Acquire, lead, and develop Modern Work opportunities (hybrid work, security, compliance, teamwork, insights, meeting and calling) in your assigned territory
• Develop relationships with customer, CxO level Business and Technical Decision Makers to drive Modern Work solution sales scenarios through understanding the customer’s long and short-term strategy, the industry, and the competition
• Drive customer intent and demonstrate solution value with envisioning workshops, landing the value proposition of M365 platform
• Drive Surface penetration in managed accounts in coordination with Surface sales specialist
• Identify customer business and technology challenges and bring them to agreement on the business and economic value of modern work solutions
• Own and drive new revenue growth for Microsoft M365 solutions (E5, Frontline Worker, Windows 365, Viva & Surface) within assigned accounts by setting and achieving monthly sales forecasts.
• Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes.
  
  

Qualifications

Professional

• Experience. 10+ years’ experience selling business solutions to large/global enterprise customers with a focus on application and infrastructure technologies required.
• Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation required
• Executive Presence. Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
• Problem Solver. Ability to solve customer problems through cloud technologies required
• Business Value. Able to utilize tools such as the Azure Pricing Calculator, Azure ROI Tool, and Azure TCO Tool to generate consumption project cost estimates and demonstrate Cloud economic value to customers
• Consumption Project Management. Experience leveraging cloud adoption methodologies and frameworks to structure application migration projects preferred.
• Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence required
  
  

Technical

• Azure Platform. Understanding of Microsoft Azure Cloud platform with emphasis on Azure Infrastructure solutions including IaaS and PaaS based environments, and Azure based application management and governance. Understanding and being familiar with Windows Server and Linux Server Licensing model required
• Technical Dialog. Lead technical sessions making use of whiteboards or other resources to drive solution discussions leveraging published solution architectures for common infrastructure implementations required
• Technical Demonstration. Ability to demonstrate Azure solutions leveraging pre-packaged Azure demo environments and live demos from the Azure Resource Manager showcasing relevant Azure infrastructure solutions required
• Technical Frameworks. Ability to leverage technical frameworks such as the Cloud Adoption Framework for Azure to guide customers and partners through the cloud adoption journey preferred
• Leadership. Experience leading large cloud engagements, especially those involving Infrastructure migration and application modernization projects preferred
• Competitive Landscape. Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape including AWS and GCP
• Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs
• Certifications. Azure Admin Associate��required