Inside Digital Sales Expert

Main goal is to win the technical decision of customers to purchase and use our technology. You will work in a team, enabling the customers through digital transformation by leveraging the Microsoft Cloud Workload (Azure). A core competency of the role is to advance the engagement process to achieve/exceed quarterly Azure Services usage/consumption and M365 premium SKUs targets for related workloads in your assigned accounts.

You possess both a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion to learning how Azure cloud services can deliver digital transformation. You will develop and maintain an Azure Infrastructure and application migration expertise, able to identify projects, build a compelling business case, and drive the consumption project to production. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to application and data migration and modernization, and recommend solutions that meet their requirements. You will remove roadblocks to deployment and drive customer satisfaction.

Being part of this team will allow you to maintain and develop your deep technical expertise across Microsoft and non-Microsoft cloud-based infrastructure technologies

Role & responsibilities

Primary accountabilities for this role include:

You will help customers make technical decisions to build tomorrows business and IT solutions based on Microsoft Cloud technology Mainly Azure Premium SKUs and Increase the Azure Consumed Revenue.

• Engage inbound leads with competitive offerings and solutions in the context of customer needs and experiences to qualify opportunities.

• Being the primary point of contact for customers from lead to purchase, leading the sales strategy, overcoming objections, and negotiating success.

• Meet and exceed targets for new revenue and sales pipeline as well as maintain a monthly and quarterly forecast for cloud solution sales usage.

• Achieving quota across business and solution areas and driving customer satisfaction.

• Setting the foundation for long term customer relationships.

• Engaging with customers to determine their needs and identify opportunities to fulfill their needs with Microsoft technologies.

• Effectively turning prospects and qualified leads into opportunities.

• Identifying and explaining how businesses can use Microsoft technologies to reach their goals and solve for pain points.

• Leveraging, video, chat, phone, and demonstration resources to effectively reach, sell to, and manage customers.

• Actively listening to customer needs, suggesting the perfect solution, and supporting the customer throughout the lifecycle of the product or service.

• Meeting and exceeding weekly, monthly, and quarterly goals.

• Managing multiple customer accounts in a fast-paced, dynamic team environment.

• Effectively communicating with customers and colleagues via phone, email, and verbal.

• Work in a fast-paced, collaborative and dynamic teaming environment with Technology Solution Professionals and partners to effectively manage opportunities and pipeline through the sales cycle.

• Diagnosing and communicating complex customer issues to leadership to maximize time efficiency in solving the customer's problem.

• Maintaining a high level of knowledge by self-educating, showcasing Microsoft's products and services, and learning through others.

• Engaging with teammates and combining resources to make a greater impact on customer lives.

• Provided ongoing sales support to maintain and grow customer relationships.

• utilized time management and account management skills to meet and exceed revenue goals

• Administered ongoing guidance and coaching to promote team success.

• Collaborated with Microsoft Partners to increase customer success.

• Guided customer to maximize current investments creating increased satisfaction and retention.

• Uncover whitespace opportunities to increase global revenue

• Provide regional insights and best practices to internal stakeholders

• Majority of your time will be spent with customers identifying and developing new Azure consumption engagements and Enterprise SKUs which align to the customers technical and business strategy. You will work with partners and others at Microsoft, as well as use our core tools and targeted account lists to identify and engage prioritized customers.

• Be a trusted advisor and influencer in shaping customer decisions to buy and adopt Microsoft Cloud solutions (AZURE ). You will win the customers technical decision for consumption projects and usage scenarios through tailored messaging, technical discussions, and aligning the appropriate solutions partners, programs, and resources to guide them in consumption plans.

• You will lead technical demonstrations of Cloud solutions to explain and prove the capabilities of Microsoft Cloud Solution relative to the customers business and technical objectives. These efforts will accrue to developing minimum viable product (MVP) solutions which will accelerate deployment and consumption to Azure with support of other technical roles including Azure Partners.

• You will lead to clear technical, competitive and security blockers to accelerate ACR and customer usage of Azure Services. 

• Sharing practical knowledge with customers to drive the consumption, deployment, and adoption of Azure Services.  

• Grow the customer consumption by driving and being accountable for performance as measured by % of successful increase in ACR of accounts provided, % growth of ACR by quarter.

• Meet or exceed quota for each component of the Azure Services, while accelerating Azure Consumption.

• Develop deep relationships with key customer IT decision makers, who drive long-term cloud adoption within their company to enable them to be cloud advocates.

• Be the Voice of the Customer; Share insights and best practices and connect with Engineering teams to remove key blockers.

• Maintain technical skills and knowledge of market trends and competitive insights; collaborate and share with the technical community.

• Shaping current and future products, marketing strategies, and customer centricity ideas through your feedback to sales, marketing, and engineering.  You will stay sharp, share your knowledge, and learn practices from others.

• Your knowledge will be enhanced and shared by participating in internal Microsoft technical communities and in the broader industry through events, blogs, whitepapers, training, and articles for your domain.

Preferred candidate profile

Desired Candidates Should Have Excellent Communication Skills ( ENGLISH ) With Minimum 3 Years Relevant Experience in ( O365/ Azure/ M365/ MWP + IT Road Maps + Digital Transformation ) India Market B2B SALES.

• Experience. 5-6 years experience selling Microsoft business solutions to large/global customers with a focus on application and infrastructure technologies preferably Azure Solutions.
• Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder, and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, licensing, and negotiation.
• Executive Presence. Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customers overall business pain and/or strategic opportunities and decision criteria.
• Problem Solver. Ability to solve customer problems through cloud technologies.
• 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 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.

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.
• Technical Dialog. Lead technical sessions making use of whiteboards or other resources to drive solution discussions leveraging published solution architectures for common infrastructure implementation.
• 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.
• 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.
• Leadership. Experience leading large cloud engagements, especially those involving Infrastructure migration and application modernization projects.
• Competitive Landscape. Knowledge of enterprise software solutions and cloud and data center infrastructure competitor landscape including AWS and GCP.
• Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.

Certifications.

Fundamentals, Admin Associate or Architect Expert certification mandatory.

Perks and benefits

Day Shifts 9 AM TO 5.30 PM

Saturday + Sunday Off

Location - Mumbai / Bangalore

Work Mode - Hybrid

Contact

Call / What's App Resume - 9718978697

Email - siddharth.mathur@denave.com

Lead Talent Acquisition

DENAVE INDIA