As an Azure Sales Specialist, you will leverage a profound understanding of customer businesses and their strategic priorities to drive digital transformation conversations across various solution areas. This role involves close collaboration with partners and services to identify, develop, and articulate innovative solutions tailored to customer needs. You will actively track, qualify, and expand new opportunities, contributing strategic input and coaching teams on effective strategies for deal closure. The position emphasizes cross-selling, up-selling, and co-selling with partners, employing an orchestration model to align internal stakeholders and expand partner relationships for proactive deal closure. You are expected to analyze the competitive landscape within your supported solution area, making informed decisions on pursuit strategies. This role also involves exploring emerging opportunities to optimize the portfolio and foster customer innovation, managing and orchestrating sales and delivery success through account and pursuit teams. Regular engagement with internal and external stakeholders for business planning and Rhythm-of-Business (ROB) meetings is crucial.

Further responsibilities include conducting business analysis to identify high-potential customers and developing target lists, alongside managing the end-to-end business of your assigned territory.

Drive sales excellence by collaborating with partners and leveraging customer insights to explore emerging business opportunities and support customer innovation.

Manage the entire business for your assigned territory, including forecasting and developing a territory plan aligned with strategic priorities. Engage with stakeholders in business planning and ROB meetings.

Review feedback reports and coach others on customer/partner satisfaction, implementing recovery action plans to enhance client experiences. Orchestrate sales and delivery success through account and pursuit teams.

Execute sales strategies by engaging in customer conversations to introduce how various workloads enable digital transformation aligned with their industry. Create guiding examples of 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 internal teams or partners. Ensure rapid and robust deployment plans at the point of sale for licensing transactions and project engagements.

Implement strategies to accelerate deal closure, contributing input on driving and closing prioritized opportunities. Coach less experienced team members in deal plan execution and implement close plans to de-risk and drive predictable deal closure.

Discover new opportunities through collaboration and personal campaigns. Track, qualify, and expand new opportunities with account teams, partners, or services. Build pipeline and relationships via social selling, applying Microsoft's sales process (MSP) to assess opportunity quality.

Identify customer business needs and technology readiness, contributing to solution development in collaboration with internal teams and partners. Articulate the business value of proposed solutions.

Proactively build external stakeholder maps and collaborate with account teams to engage senior business decision-makers at the customer's or partner's organization.

Apply the orchestration model to proactively drive deal closure by aligning internal stakeholders and leveraging partner relationships.

Collaborate with the One Commercial Partner (OCP) team and a network of partners for cross-selling, up-selling, and co-selling. Support onboarding new partners by researching customer scenarios and provide feedback on partner gaps. Develop joint proposals and consumption plans with partners, contributing to partner strategy development.

Analyze competitor products, solutions, and services, implementing strategies to position Microsoft against competitors. Provide analysis of the competitive landscape and make recommendations on pursuit or withdrawal.

Demonstrated ability to orchestrate and maintain strong business relationships and partnerships, including nurturing executive relationships to establish credibility as an active listener and trusted advisor.

Exhibit executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.

Maximize business objectives by leveraging a deep understanding of businesses, their needs, and opportunities across market, industry, and competition.

Manage and prioritize business development opportunities through market and industry analysis, recognizing customer needs, qualifying opportunities, and identifying how solutions, in collaboration with partners, can enable business capabilities that drive growth and innovation.

Manage and optimize sales accounts through strategic decision-making, deep understanding of sales cycle timeframes, and leveraging advanced tools, programs, and insights to drive KPIs. Orchestrate opportunities and deals by developing tailored sales strategies that drive successful business outcomes and maximize customer value realization.

Sell solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Navigate the sales process creatively and use storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.

Strategically manage sales pipelines by analyzing business needs and market dynamics, gathering and analyzing relevant customer, partner, and competitor insights and trends. Manage and inform change processes for current and future customers to advance and optimize sales pipelines.

Possess a Bachelor's Degree in Information Technology, Business Administration, or a related field, coupled with 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience.

Preferred qualifications include a Master's Degree in Business Administration (e.g., MBA), Information Technology, or a related field, along with 5+ years of technology-related sales or account management experience OR a Bachelor's Degree in Information Technology, or a related field, and 6+ years of technology-related sales or account management experience OR 8+ years of technology-related sales or account management experience.

Minimum of 3 years of solution sales or consulting services sales experience is required. This role operates on a hybrid model, requiring 3 days per week in the office.