Cloud Sales Leader
Competitive
CLOUD SALES LEADER
LOCATION - London
DESCRIPTION
As part of our Cloud Sales Europe team, we are looking for an individual who is responsible for driving revenue growth, managing pursuits, coordinating the increase of pipeline, qualification of opportunities, pursuit of qualified opportunities, co-sales with a hyper-scale partner, or other channel partners. The sales leader actively positions and drives sales pursuits using the company's solution platform. This software is an automation-led platform to drive Cloud migration from an on-prem/legacy setup. this IP, enables seamless Lift & Shift, application re-engineering, application modernization, and cloud operations.
For sake of understanding, Microsoft has been interchangeably used with hyper-scale cloud providers. But the same can be said for an AWS or GCP.
Expectations from the Role
- Create and pursue opportunities in the enterprise cloud market on the back of the company's go-to-market proposition for Cloud Migration - across Microsoft/partner ecosystem
- Build relationships with Microsoft field sales team members acting as the face of the company to gather information on opportunities and guide the co-selling process with Microsoft using the platform Be an advocate for platform solutions portfolio within the company's accounts and represent the value of these partnerships as key growth drivers "Live" within the Microsoft ecosystem, understanding key leaders, value proposition, and market trends, provide SME materials to the practice and the industry verticals from a pragmatic growth lens for the cloud migration and platform business Defend organic accounts from competitive services firms by becoming a better partner to a sales team that owns a relationship with clients; provide the verticals with up to date sales intelligence to indicate where their client is investing in the cloud market Assist Microsoft and company sales teams in identification, qualification and pursuit of potential opportunities, focused on organic growth within key company's accounts using platform solution Manage the pipeline of opportunities coordinating with industry verticals and partners for Cloud Migration and platform opportunities Structure initial contracts with clients and partners around any given opportunity, stay involved in service delivery during initial stages to handoff opportunity to engagement teams once underway Present company and platform credentials to the Microsoft ecosystem to bring to clients and prospects; work with the company SBU to create a "force multiplier" on sales by lobbying partners to company solutions Drive SOWs and have a point of view in service offerings to create clarity for solution teams to hear the voice of the customer Work with marketing and solutions teams to create sales collateral, working with the sales support team Help drive initiatives in the market that improves general standing of platform and company's Cloud migration and solution offering
- Manage and maintain a pipeline for cloud migrations in Europe and opportunity tracking to forecast opportunities and revenues
PRE-REQUISITES
Good understanding of Cloud platforms, hyper-scale ecosystem (e.g. Microsoft), and cloud technology landscape
A track record of building and managing a business within professional services, consulting, or technology services pref. a platform-based business
Ability to navigate a large organization and have the power of persuasion through content and confidence
Demonstrated ability to take a consultative approach to engage with executives
Demonstrated ability to work across the internal organization to cast, pitch, and sell deals with relevant subject matter expertise
Additional Notes
Beyond driving any one individual deal, the sales leader plays an active role in setting strategy for cloud pursuits, actively feeding back, reporting market feedback on solutions, and advising the Cloud leadership in their pursuit of Cloud opportunities and the development of the business. Comfortable individually driving a sale or enabling others to sell, the sales leader not merely a business development manager but is actively familiar with Cloud, APIs, Cloud services, and other key technologies. He/she is also able to position the company's platform solutions and present that as a solution for working through the complexities of a cloud migration exercise. The sales leader also brings a POV on what the market actually needs and what will sell, constantly building the company's solution relevance to clients within the market built on the back of meetings with clients or prospects.
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