Microsoft Azure Specialist

POSITION DETAILS:

Position Title:

Reports to (POSITION):

Team:

Department:

PURPOSE OF JOB:

The Microsoft Azure Specialist role is a sales overlay role that works as part of the Bytes Hybrid Infrastructure proposition as a specialist resource with the purpose of driving profitability for the Microsoft Practice through net new customer adds, increase of Azure consumed revenue, attach sales to relevant Azure managed services and identifying opportunities to sell complementary non-Microsoft solutions.

KEY RESPONSIBILITIES:

• Proactively work with suspects, prospects and existing customers to generate profitable sales of solution assessments, Cloud Consumption, FinOps, professional services and managed services.
• Identification of new opportunities and activities to drive migration to Microsoft cloud
• Identify opportunities to move on-prem workloads to Azure to increase Azure consumed revenue (ACR)
• Work closely with Microsoft Azure specialists and propensity data to uncover opportunities for Microsoft cloud and upsell
• Driving and facilitating the engagement of internal pre-sales and/or external partner resources to achieve cloud growth targets.
• Maximise funding available from Microsoft to support Azure adoption.
• Support the drive to migrate customers to modern agreement frameworks and platforms such as CSP/NCE
• Assist with the creation of sales/pre-sales collateral, as well as maintaining content and knowledge.
• Represent Bytes at customer events such as conferences, discussion forums, training events, webinars and live customer facing events.
• Demonstrate capability and knowledge across Microsoft cloud through knowledge-share via internal sales training, internal presentations, and marketing contributions such as whitepapers.
• Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals
• Proactively builds external stakeholders' mapping.
• Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.

INDIVIDUAL RESPONSIBILITIES:

• Provide support throughout the sales cycle from initial qualification, nurturing opportunities alongside the account manager, to achieve a positive customer outcome.
• Review available data to identify customer gaps (white space) to drive new cloud adoption and/or consumption opportunities.
• Build and execute on targeting customers through our account managers to drive net new Azure wins for Bytes.
• Support with the follow up of Marketing & Microsoft Qualified Leads (MQLs) to Sales Qualified Leads (SQLs), by working alongside account managers
• Support and contribute to RFI/RFPs and the general bid process relating to Microsoft Cloud, primarily Microsoft Azure

JOB EXPECTATIONS:

• Hold relevant accreditations and attend training courses (internal and external) as defined by Manager
• Deep understanding of Microsoft Azure and related Bytes services
• Demonstrable knowledge of Bytes managed services & complimentary vendors
• An understanding of the Bytes Partner Eco-system
• Working with Microsoft specialists and the Microsoft Practice to identify new opportunities through relevant data
• Qualifying new sales opportunities bought to you by Account managers
• Proactivity with sales teams, ensuring they are aware of you and your role / responsibilities
• Regular touch with Sales Teams to ensure awareness of relevant programs and offerings
• Engagement with Bytes wider propositions to help identify further opportunities in our customer base.

QUALIFICATIONS, EXPERIENCE, & SKILLS:

(DELETE AS REQUIRED IF ESSENTIAL OR DESIRABLE, REMOVE UNNECESSARY REQUIRENENTs)

Educational Qualifications:

• Educated to A Level standard, equivalent or higher

ESSENTIAL

Professional Qualifications

• Microsoft Azure Fundamentals (AZ-900)
• Microsoft Azure AI Fundamentals (AI-900)

ESSENTIAL

DESIRABLE

Years of Experience

• Minimum 3 years working with Microsoft Cloud technologies

ESSENTIAL

Other Requirements

• Understanding and awareness of multiple Microsoft cloud offerings across Azure, Modern Work and Security, and/or Dynamics.
• Understanding of Microsoft software licensing agreements, models and cloud consumption cost optimisation strategies.
• Understanding of Microsoft UK structure and established contacts across technical and sales specialists.
• Ability to navigate and utilise Microsoft cloud tools/platforms to demonstrate capabilities to customers.

DESIRABLE

CORE Competencies & SKILLS – BASED ON POSITION AND GRADE

• Good technical and commercial knowledge of Microsoft Azure
• Understanding of, and ability to articulate to customers, options pertaining to cloud adoption
• A self-motivated individual with excellent organisational and time management skills
• Comfortable presenting to customers, being able to understand business needs and aligning these to business solutions.