Azure Infrastructure Sales Lead for Middle East

9 months ago

Riyadh, Saudi Arabia Microsoft Full time

and long-term growth and profitability. They will drive growth with existing customers and create strong new customer acquisition motions across all solution areas to ensure strong execution focus across all business levers and segments.

**High Level Output**:

- Drive growth and profitability in the Azure Infrastructure solution area within the Middle East subsidiary
- Acquire new customers and drive growth with existing customers
- Foster a team climate that lives the Microsoft values of respect, integrity, and accountability, and enables diverse and inclusive perspectives
- Establish high standards of performance and a climate of mutual accountability
- Build a plan to ensure that Microsoft leadership and employee base reflects the diversity of the surrounding communities and gives a voice to those with less privilege

**Responsibilities**:
**Sales Execution**
- Brings impactful industry insights into customer engagements and closes deals with customers, and coaches and influences others internally on how to do this. Acts as a thought leader across solution areas to advise customers on digital transformation. Influences Microsoft's strategic direction across various markets. Leads a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value. May lead partner integration into account/territory planning and customer engagements
- Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Drives advanced workloads and usage.
- Assesses and challenges the needs of strategic/high-potential customers. Articulates vision and long-term implications for customer to accelerate digital transformation. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Anticipates market trends and leverages broad technical community knowledge to drive new solutions.
- Leverages and governs external stakeholder network to engage and influence with top leaders and decision makers. Acts as a thought leader and technical advisor to the executive-level business decision makers at the customer's/partner's business. Leads others to identify and engage new decision makers and stakeholders to expand the relationship with customers/partners.
- Develops strategies for driving and closing strategic, complex, and/or high value and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads complex/high-value deal planning with the deal teams across Microsoft and the Enterprise Operating Unit (EOU). Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

**Scaling and Collaboration**
- Leads the planning and execution on opportunities with resources and partners across territories to cross-sell and up-sell. Leads the validation of partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and drives consistency on execution. Proactively connects the partner ecosystems to form new market opportunities.
- Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Develops a holistic approach to build network across Microsoft. Identifies strategies to position opportunities to promote collaboration and participation.

**Technical Expertise**
- Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
- Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.*
- product trends or sales blockers. Develops strategies to position Microsoft against competitors.

**Sales Excellence**
- Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
- Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team

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