Responsibilities:
Lead Customer Engagements:
Act as the Azure sales lead, guiding customers through cloud transformation across infrastructure, data, and AI platforms. Address business and technical needs with demos, whiteboarding, and solution storytelling.
Lead strategic discussions with internal and customer executives to prioritize and accelerate MACC opportunities.
Mentor teams on integrating security and compliance into MACC pursuits.
Strategic Deal Leadership & coaching:
Qualify and assess MACC opportunities using AI-enhanced sales frameworks.
Direct strategy for signing MACCs with scalable consumption plans, aligned concessions, and clear growth expectations.
Guide sellers and leadership across EMEA to execute MACC deals effectively.
Own and Convert Pipeline:
Manage forecast and pipeline from early-stage to close. Use tools like Industry Account Plans (IAP), Landing Experience Plans (LXP), and checklists to execute territory strategies and drive revenue.
Orchestrate Across Teams:
Lead coordination across ATU, CSU, ISD, SPT, GPS, and partner teams for seamless MACC execution.
Drive partner attach and co-sell motions throughout the MACC lifecycle.
Accelerate Decisions:
Engage decision-makers with clear business cases using Azure Pricing Calculator, ROI, and TCO tools. Scope proofs of concept and lead customers from commitment to consumption.
Inspire and Influence:
Bring technical fluency and inclusive leadership to virtual teams. Solve challenges with expertise in virtualization, cloud-native tech, data modernization, and AI.
Qualifications
Required Qualifications
A track record of meeting and exceeding revenue targets
Experience working with complex enterprise customers
Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience OR 5+ years technology-related sales or account management experience.
Working knowledge of Cloud Platform: Understanding of Microsoft Azure infrastructure, data, and AI application platforms, with the ability to articulate technical solutions to business and IT stakeholders.
Preferred Qualifications
Experience selling business solutions to customers with a focus on Cloud Native, AI, or Data platform and analytics
Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience OR bachelor’s degree in information technology, or related field AND 6+ years technology-related sales or account management experience OR 7+ years technology-related sales or account management experience.
4+ years solution or services sales experience.
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