Act as Primary point of contact for the customer during the renewals process, building trust & setting the foundation for long term Microsoft relationship
Effectively turn renewals leads into opportunities and revenue pipeline by filtering them through different criteria, e.g. BANT (budget, authority, need and timeline)
Engages with small and medium businesses across industries, company sizes and types to determine their needs and identify upsell/cross sell opportunities
Understand customers current Microsoft license position, leading with Microsoft's cloud technologies to secure customer wins, maximizing up-sell and cross-sell opportunities collaborating with Solution Specialists and other stakeholders as needed
Supports renewal process by engaging & co-ordinating multiple stakeholders (PCM, TCM, CE) aligned to customer needs, ensuring renewal closes on time
Demonstrates Microsoft value proposition, helping the customer envision their future with Microsoft’s technologies
Be able to address competitive offerings and solutions in the context of customer needs and Experiences
Leverage social, digital, video, chat, phone and demonstration environments to effectively reach, sell to and manage Microsoft customers
Accountable for data hygiene in all required tools/trackers is being maintained and accurate (e.g see appendix1 for list of tools)
Meet and exceed targets for net-new revenue and sales pipeline; accurately forecast sales, pipeline and usage for the products and solutions in scope; maintain high daily activity, minimum ~60-90 activities/day:
Agreement Type EA's and farge Open /ov/ovs agreements(>$100k)
contact per year 200 to 400 renewals customer
Skills Needed
4-year degree preferred
2-3+ years sales experience with a proven track record of success.
Proven ability to understand customer needs, create and deliver customized, customer-focused pitches and solutions.
Familiarity with modern sales techniques and tools is a bonus, including experience from
retail sales, corporate internships, or entrepreneurial programs
Experience working selling Azure, Office 365, Dynamics 365 or similar solutions Preferred
Sales/customer service relationship background, telephone experience preferred
A self-starter with a track record of outstanding performance and achieving goals
Strong interpersonal skills, excellent oral, written and verbal communications skills. Ability to
successfully communicate with contacts via the phone, email, video and presentations
General knowledge of the IT industry, with the capacity to learn and retain knowledge about
individual products and business solutions quickly and accurately
Achievement and success-driven personality, motivated by performance rewards for
exceeding annual sales goals through strategic sales leadership and strong cross business
collaboration
Solid time management skills and ability to work independently or under supervision with a
high level of integrity
Experience using Microsoft Office Suite applications & Passion for cloud technologies
Language skills: English (written + verbal): intermediate or fluent; supported market (written + verbal): fluent or native