CEMA SMC - SAP on Azure Sales Lead

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In Small Medium and Corporate (SMC) we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. As part of local subsidiaries or centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning.

If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC organization and the value we deliver to our customers, partners, and one another, every day.

As an Azure SAP Specialist, you are a business leader with technical expertise working with our most important managed customers. You will lead a virtual team of sales, technical, and services resources to help customers realize digital transformation through cloud computing achieve/exceed quarterly Azure Infrastructure consumption targets for related workloads in your assigned accounts. You possess both a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion to learning how Azure cloud services can deliver digital transformation. You will develop and maintain an Azure Infrastructure expertise, able to identify projects, build a compelling business case, and drive the consumption project to production. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to application and data migration and modernization, and recommend solutions that meet their requirements.

You will develop and maintain an SAP on Azure and SAP RISE expertise, able to identify projects, build a compelling business case, and drive the consumption project to production. You will have experience working closely with specialized Partners to maintain relationships with customers, support their long-term strategic direction and act as a trusted advisor. You will work closely with your Azure Infrastructure Sales teams to coach them on how to best qualify and engage new SAP on Azure opportunities as well as the best programs to leverage to maximize new pipeline and win rates on Azure.

• Technology-related sales or account management experience
• OR Bachelor's Degree in Information Technology, or related field AND technology-related sales or account management experience
• OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND technology-related sales or account management experience
• Technical Skills: MS-900 M365 Fundamentals Certified or SC-900 Security & Compliance Fundaments Certified or prepared to attain MS-900 certification within 3 months. Experience in M365 platform and Modern Work (remote work security, compliance, teamwork, insights, meeting and calling) preferred.
• Proficient: Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies
• SAP Knowledge of SAP solutions required

• Engage in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline and identify customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches junior team members in deal plan execution, and implements close plans.​
• Apply role orchestration model and navigates the Microsoft organization to bring the best impact to the customer and collaborate with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies.
• Leverage and share competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.
• Lead conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s).
• Collaborate with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies. ​
• Drive the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.​