Cloud Computing is the next step toward ubiquitous and pervasive computing. Azure is Microsoft’s world-class cloud computing platform used to build, host, and scale web applications and is one of the major strategic thrusts in Microsoft’s Services and Devices Strategy. Azure is an open platform enabling hosting of both Windows and Linux applications and supports numerous languages such as .NET, Java, Node.js, and PHP.
Come join the new ISV focused team on our SMSP National Sales Organization to build and manage our East and Central Region ISV Azure sales and consumption efforts. Come be front and center in our customer’s transformation to cloud-based architectures while at the same time playing an influential role in transforming Microsoft to a Devices & Services company.
As East and Central Region ISV Azure Sales Manager -you will be responsible for creating and leading a team toward developing and executing a strong business plan to continue to drive sales and deployment of Azure into a set of targeted accounts.
The ideal candidate will have a proven track record of leading and managing sales teams, prospecting, developing new business, building strong customer relationships, driving and closing collaboration and Cloud service based sales while working actively with account teams and partners. The ability to effectively present to a wide range and size of audiences including IT leaders, CxO and senior business decision makers is a must. A demonstrated ability to bring out the best in team members, both Microsoft sales and technical teammates as well as Partners to drive cross solution adoption of Microsoft’s technologies is especially important.
Key Experience needed:
Proven field sales and sales management track record is a must. This includes extensive direct contact with customers; an ability to draft and implement successful sales plans; qualify, prioritize, and address business opportunities; coach, develop and mentor for technical development and leadership, sales negotiations; experience with customers at an executive level; training, coaching and motivating a sales team, including quota setting.
A demonstrated knowledge of the software industry, specifically experience with Microsoft Azure technologies and AWS is a preference. A track record of implementing large, complex line of business deals within a portfolio of large accounts. Experience engaging with the ISV community on the sales and implementation of technical solutions is a preference.
Demonstrating the ability to add value to customer relations and provide leadership in driving solutions across the business is critical. Success is measured by overachievement of Sales and Usage/Consumption quota as well as achievement of corporate scorecard commitments including a focus on revenue, Usage/Consumption, customer and employee satisfaction.
Key Responsibilities include:
1) Develop a high-performing team that meets or exceeds Azure quota and Usage/Consumption goals by ensuring delivery of customer-centric, solution focused sales engagements, and extending the sales engagement through teaming well with other Microsoft resources and Partner resources.
2) Manage a healthy Azure pipeline of qualified opportunities: Tasks include the review, analysis, and coordination of team plans to ensure development of sufficient pipeline to meet goals, prioritization of resources, pipeline hygiene excellence, and forecast accuracy.
3) Develop in-depth understanding of the platform and related solutions and the value they bring in solving business problems, as well as relative Microsoft strengths versus the competition to effectively position to the customer against those competitors.
4) Increasing focus on deployment and adoption of Azure and Azure Partner’s offerings across the high potential customer base to help drive customer satisfaction and value realization
Requirements and skills for this position include:
Sales Leadership: Strong, proven track record of leading and driving solution selling across a sales team, focused on business value of technical software solutions to solve customer problems. Track record of success through desired results is a requirement.
Consultative Solution Selling Experience: Demonstrated experience of at least 8 years selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities.
Sales Teamwork Experience: High degree of collaboration with multiple Microsoft sales leadership and personnel, as well as Microsoft Partners will be required for success. The ideal candidate will have demonstrated he/she has worked as part of a collaborative sales organization and delivered great results.
Sales Excellence: Demonstrated strategic business management. Effectively manages sales pipeline (generation and velocity), forecast with predictable results that exceed revenue and Usage/consumption targets, and the ability to formulate a strategy from market indicators and organizational objectives.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.SALES:SMSP
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