Azure Success Manager SMC- CEMA at Microsoft

Qualifications

Professional  

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities. 
• Collaboration. Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines. 
• Enterprise and/or Channel Sales. 6+ years’ experience selling business to business IT solutions and meeting revenue targets.  
• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.  
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met. 

Technical 

• Have completed  training and/or certification on these Microsoft technologies or similar information technology solutions or software applications: Azure - Microsoft Certified: Azure Fundamentals (AZ-900) or Designing and Implementing Microsoft Azure Networking Solutions (AZ-700) or higher certifications on Data or Architecture.
• Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field and relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience. 

Responsibilities

• Partner Solution Selling - Identifies SMC Azure sales and solutions opportunities, such as next logical workload on customer cohorts, and communicates them to partners. Coaches partners on how to develop a consumption/usage practice including a plan to generate leads for a specific product.  Leverages SMC segment expertise to support partners by ensuring that they have access to the right capabilities as needed. Knowledge on as Azure Migrate and Modernize incentives, Remote Monitoring and Management capabilities, Data Center Optimization (DCO), Azure Lighthouse APIs, Microsoft Fabric and Azure OpenAI is valued.
• Delivering Partner Success - Develops consumption/usage customer practice building or enhancement plan in line with business goals, prioritizing the appropriate partners with the sales teams.  Instructs the partner on how to approach customer success as a practice to deliver results most effectively.  Improves understanding of partners with tools and analyses (e.g., consumption patterns, propensity analysis).  Leverages customer targeting tools to identify optimal customer opportunities for partners to capitalize on (e.g., customer vertical opportunities). 
• Drive Customer Success - Shares and discusses industry and competitive market knowledge with partners to drive more competitive solutions, enhance partner growth, and influence business capabilities.  Utilizes partner capabilities that aligns to business outcomes. Brings different partners from different solutions to activate different components.   
• Sales Performance Growth - Manage SMC Azure consumption revenue growth with key partners.  Run the rhythm of business (ROB) motion with partners to drive accountability to Azure customer success practice.  Work with the partner development manager to help address performance gaps.  Share SMC customer insights and recommendations to shape Customer Success programs that drive customer retention, renewal, and consumption growth. Key success metrics around Revenue, Average Revenue per Customer, Services Adoptions & SMC priority metrics accountability
• Sales Execution - Shares best practices and leverages expertise across team and advocates for strong coordination of internal resources to maximize sales efficiency.
• Encourages and coaches partners on tools and resources to help exhaust all opportunities to develop relationships with existing customers.
• Customer Insights and Satisfaction - Ensure continuity in the execution of customer or partner programs and maintains an awareness of customer satisfaction and changes in business practices that may impact customer-partner engagement and suggest amendment to improve satisfaction.  Deep understanding of Cloud Ascent.