Cloud Solutions Expert

2 semanas atrás

São Paulo, São Paulo, Brasil Microsoft Tempo inteiro

Company Overview

At Microsoft, we empower every person and organization on the planet to achieve more. We believe in the power of technology to transform lives and communities around the world.

Estimated Salary: $120,000 - $180,000 per year

Job Description

We are seeking a highly skilled Digital Azure Sales Specialist to join our team. As a key member of our sales organization, you will be responsible for driving growth and revenue by identifying and pursuing new business opportunities with our most important customers.

Your primary focus will be on selling Azure cloud services and platforms to managed customers, building digital transformation momentum for our customers, partners, and Microsoft.

Sales Excellence

  • Manage end-to-end business of assigned territory; conduct forecasting for accounts and develop portfolio and territory plan to drive intentional selling aligned with strategic priorities.
  • Collaborate with partners and resources, leveraging customer insights or industry knowledge; contribute to exploring business and emerging opportunities to optimize portfolio and support customer innovation.
  • Review feedback report and coach others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manage and/or orchestrate sales and delivery success through account team and pursuit team.
  • Participate in rhythm-of-business (ROB) meetings to review and plan for accounts in assigned territory.
  • Collaborate with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop target list of potential business.

Sales Execution

  • Identify customer business needs and technical readiness; collaborate with internal teams, partners, and services to propose prioritized solutions that align with customers' needs; leverage value propositions to communicate business impact of proposed solutions.
  • Implement strategies to help accelerate closing of deals in collaboration with other team members; implement close plans (e.g., how to map timeline, engage customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
  • Engage in conversations with customers to introduce how other workloads could enable digital transformation areas that align with customer's industry; have fundamental understanding of customers' business to initiate conversations with customers on digital transformation in single solution area, in collaboration with partners and services; share learning on digital transformation through seminars, workshops, Webinars, and direct engagement.
  • Identify opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts (GBBs)); for licensing transactions and project engagements, ensure rapid and robust deployment plan at point of sale that is validated by services and partners; identify, articulate, and facilitate removal of blockers to consumption by partnering with internal and external stakeholders.
  • Collaborate with team members to discover new opportunities; drive incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams); collaborate with account teams, partners, or services to track, qualify, and expand new opportunities; collaborate with other teams (e.g., account teams) and services to build pipeline; interface with customers and build relationships via social selling; apply Microsoft's sales process (MSP) to determine quality of opportunity and whether to proceed.
  • Develop understanding of external stakeholders' mapping, including who decision makers and influencers are; participate with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at customer's/partner's business.

Scaling and Collaboration

  • Apply orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging relationships with partners.
  • Collaborate with One Commercial Partner (OCP) and with network of partners to cross-sell, up-sell, and co-sell products, solutions and services; identify new partners by researching and discussing with partners on customer scenarios; develop joint proposals and consumption plans with partners; implement partner strategies to scale business.

Technical Expertise

  • Research competitor products, solutions, and/or services and collaborate with 'compete' global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication.

Qualifications Required/Minimum Qualifications

  • Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience OR 4+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications

  • 2+ years of solution sales or consulting services sales experience Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience OR 5+ years of technology-related sales or account management experience.

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