Responsibilities

• Engage with a targeted territory of Microsoft customers and prospects within the Top Unmanaged segment, to identifying need and generating opportunities to fulfill with Microsoft's leading cloud technologies
• Leverage best in class technology to identify key customer insights, driving targeted activities to build pipeline and close revenue
• Effectively identify and turn leads into opportunities by filtering them through different criteria, e.g. BANT (budget, authority, need and timeline
• Identify and explain how businesses across industries, company sizes and types can meet a new bar for excellence and reinvent themselves to compete in the next decade by embracing Microsoft’s technologies
• Position competitive offerings and solutions in the context of customer needs and experiences; provide technical product overview and insights pertinent to customer need and usage scenarios
• Demonstrate verbally, in writing and through live product demos, how customers can capture value and envision their future with Microsoft’s technologies
• Be the first contact point for many customers, deliver a strong first impression and set the foundation for long term customer relationship
• Accountable for sales from lead to purchase; be the main point of contact for Microsoft's customers, leading the sales strategy, overcoming objections and negotiating success
• Meet and exceed targets for net-new revenue and sales pipeline, as well as a monthly and quarterly forecast for cloud solution usage and sales; accurately forecast sales, pipeline and usage for the products and solutions in your scope
• Ability to navigate large, complex, deals through 6-12 month sales cycle across a variety of stakeholders (Partner ecosystem, Channel Managers, leadership)
• Work in a fast-paced, collaborative and dynamic teaming environment with Technical Solution Professionals.
• Commercial Executives and Customer Success teams to effectively manage opportunities and pipeline through the sales cycle
• Leverage social, digital, video, chat, phone and demonstration environments to effectively reach, sell to and manage Microsoft customers maintain high daily activity
• Present action plans and results to management and use appropriate escalation techniques to stay on top of goals and objectives
• Obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience.

Qualifications

• Extensive field or Digital sales selling experience with a proven track record of delivering against challenging metrics. Clear competency and track record in new business development.
• Effectively manage opportunities and pipeline through the sales cycle, from start to close is required.
• Strong demonstratable success across one of the following solutions Azure, Modern Work and Dynamics solution areas is required.
• Experience in driving annualised consumption on Azure preferred.
• Knowledge of Demand Response motion, SMB business is desired. 
• Experience in qualifying and building pipeline, managing aggressive sales cycles, and sales negotiation preferred, Challenger Sales training completion a plus
• Degree qualification desirable
• A self-starter with a track record of outstanding performance and achieving goals.
• Skill to breakdown complex information into simplified format with the ability to thrive in an ambiguous, fast-paced environment, with a mindset focused on innovation, growth, and program development.
• Strong collaboration aptitude with solid interpersonal skills, excellent oral, written and verbal communications skills. Ability to successfully communicate with contacts via the phone, email, video and presentations.
• Desire to work in a competitive environment where one’s growth potential is driven by one’s abilities and attitude.
• General knowledge of the IT industry, with the capacity to learn and retain knowledge about individual products and business solutions quickly and accurate.
• Achievement and success-driven personality motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross business collaboration.
• Solid time management skills and ability to work independently or under supervision with a high level of integrity.
• Experience using Microsoft Office Suite applications; Dynamics CRM or other CRM experience is a bonus.