Tech Stack

Description

You will drive business at new and existing accounts within a dedicated region, focusing on cloud technology solutions and building relationships with Microsoft field sales and C-level executives. You'll manage the full sales cycle, build pipeline, and exceed revenue targets.

Requirements

• Bachelor’s degree and/or equivalent combination of education and work experience.
• 5-10+ years’ sales experience.
• Complex sales, solution selling, strategic accounts leadership is a plus.
• Candidates with prior sales experience in Microsoft services and solutions are preferred.
• Strong written, verbal, presentation, and persuasion skills are critical.
• Proven track record of successful solutions-oriented sales.
• Strategic account planning and execution skills.
• Proven track record of meeting and exceeding quotas.
• Services sales experience selling through a channel environment.
• Passion to introduce and drive disruptive solutions to help customers evolve and transform into digital-first organizations.
• Passion for client experience and for consulting as a vehicle to help clients achieve their goals.
• Ability to address conflict.
• Able to prepare for and execute on difficult conversations.
• Attention to detail, and insistence on excellence and getting it right the first time.

Responsibilities

• Design and implement geo industry-based market strategies for cloud practices and solution offerings.
• Identify and develop relationships with key corporate C-level and Senior Leadership representatives through prospecting, marketing leads and expansion of existing contacts within accounts.
• Learn and understand business and technical requirements of clients to sell effective solutions that drive business value and have a clear ROI.
• Develop and maintain strong, trusted and mutually beneficial relationships with Microsoft AEs, field sales teams, and the Microsoft community – including ancillary partnerships.
• Understand the competitive landscape and 3Cloud’s differentiators to outmaneuver competition in competitive pursuits.
• Serve as marketing liaison with clients, supporting 3Cloud reference requests, case study creation, collateral approval, etc.
• Manage all phases of the sales cycle, including lead identification and qualification, scope construction, proposal development, client presentations and contract negotiation.
• Build and maintain a strong sales pipeline and forecast accuracy through discovery calls and meetings with clients and partners.
• Exceed quarterly and annual bookings and margin targets.
• Manage the contract process for new deals, including negotiating on price and commercial terms.
• Drive client awareness and business development across service lines, focusing on a balanced business by cross-selling whitespace at existing clients.
• Work with technical delivery teams to develop compelling, tailored proposals that meet client needs while balancing continuity of delivery opportunities across all 3Cloud practices.
• Provide weekly updates in CRM; lead weekly pipeline review calls for your dedicated region territory.
• Advocate for clients internally at 3Cloud, including briefing executives on needs and opportunities to inform staffing decisions.
• Holistically understand an account’s current technology platform and help shape plans to move to cloud-based solutions.
• Become the trusted cloud advisor for your assigned portfolio of accounts and region.