Solution Area Specialist Business Development

Denave is looking for a Solution Area Specialist Business Development .The primary purpose of the SAS (Sales Account Specialist) role is to increase Cloud Revenue and Cloud Consumption Revenue by selling with Microsoft Cloud Partners, including Cloud Solution Providers and Independent Vendors. They will leverage customer programs generated from Tele Sales and utilize prospective customer listings from data analytics to drive revenue within their respective country through partner channels. Their primary focus will be on promoting the adoption and consumption of Cloud Solutions, with a particular emphasis on Modern Workplace solutions (such as Azure, O365, Power BI, etc.) and Azure Activation/Consumption initiatives.

Role & responsibilities

Sales Exposure:

• Support Tele Sales in driving large and complex deals with advanced workload in SMB with sell-with partners, and unmanaged partners.
• Assist SMB Segment in driving Cloud Adoption, Cloud Consumption, Upsell, and Cross-Sell Cloud Solutions with high propensity customer sets through sell-with partners, and unmanaged partners.
• Assist partners in driving Azure and Office 365 campaign/programs developed by Microsoft.
• Support partners in driving leads/opportunities from Microsoft engines including Marketing, Tele-sales.
• Responsible for Country Azure Pipeline generation.
• Experience In Handling Accounts:
• Technical Specialists to own top 100-200 accounts in the country. Responsible for need and opportunity creation, orchestration with stakeholders (e.g. TCM, Partners, CLM). Responsible for meeting the Qualified Pipeline expectation from the accounts.
• Technical Specialists responsible for suitable nominations for Solution Assessments based on specific workload requirements. Accountability to secure customer consent for Solution Assessment, 70% completion rate, and 40% Qualified Pipeline rate.
• Create Qualified Pipeline and Solution Assessment nominations from a suitable pool of customers, ensuring 70% completion rate and 40% conversion rate into Qualified Pipeline.
• Achieve a 60% win rate of Qualified Opportunities engaged by Solution Specialists.
• Manage subsets of accounts/leads driven by SA and Azure (tactical accounts).
• Conduct end-to-end Technical Sales and total customer-facing activities.
• Act as a technical advisor in deals closure, influencing 30% of sales influenced by CLM coverage (based on ratio or Country).
• Provide Pre-Sales Assistance to the Sales team.
• Orchestrate complex Cloud Deals between CLM resources, TCM, Partner, tracked until closure.
• Drive Country Solutions Assessment Nominations and manage subsets of accounts/leads to drive nomination for SA.
• Lead the complete process along with the strategic partners of Microsoft and CLM team.

Educational Qualification: Graduate or Post Graduate.

Certification- Microsoft Azure certified professionals or equivalent certification preferred

Total Experience: 10+ Years

Relevant Experience: 6-5 Years

Preferred candidate profile

• Good understanding of customers environment and business needs.
• Excellent communicator (as this is a technical pre-sales role), must be conversant with Microsoft Cloud solutions.
• L4 or higher competency, capable of handling complex deal escalations, qualifying, and passing on to partners with competency.
• Proficient in presenting online to an audience (webinar, online demo).
• Experience in Cloud selling and demonstration, both office and Azure.
• Deep understanding of cloud infrastructure technologies, business drivers, emerging computing trends, and deployment projects.
• 6+ years of proven track record in presales or technical sales experience in one or more of the following areas: Systems Operations/Management, Virtualization, IP Networking, Storage, HPC, IT Security, Linux, Solution business, Client applications, Security solutions with understanding or experience in security areas, Network security, Client security, Data protection, and mobile security.
• Good experience in presales or technical background in architecture, design, implementation, and/or support of highly distributed applications.
• Experience or understanding of co-selling with partners by executing campaigns, programs.
• Strong skills in data-driven sales.
• Experience in successfully selling products and services to and through partners is preferred.
• Product marketing experience.
• Experience with presentation and Excel.
• Oversight experience on major transformation projects and successful transitions to implementation support teams.
• Prior work experience in a Consulting/Architecture position within a software and/or services company.
• Language Expertise: Excellent written and verbal communication skills in English.

Technical/ Behavioral Skills Required:

• Awareness and knowledge within IT industry(Software Products)
• Ability to take ownership and work independently
• Proven track record of delivering against revenue targets and timelines
• Must have excellent account management skills including office administration and internal communications
• Able to demonstrate the ability of closing sales opportunities winning business