Presales Azure Specialist

Position Overview:

We are seeking a highly skilled and motivated Azure Presales Specialist-Sure Step Ambassador to be part of our dynamic team. The Azure Presales Specialist will be the primary liaison for reseller partners, providing technical expertise to drive Azure growth. This role requires having strong, long-term relationships with resellers, acting as a trusted advisor and brand ambassador while driving mutual business success.

Objectives of this Role:

• Act as the main liaison for resellers, providing presales and technical expertise for Azure solutions and growth fostering strong relationships between them and our organization.
• Collaborate closely with vendors as a brand ambassador and execute end-to-end relationships with resellers.
• Drive sales growth, partner and end customer recruitment initiatives, pipeline management, and reseller performance evaluation in partnership with the Sales Team while also focusing on driving new Azure customer additions with partners in the indirect ecosystems.
• Facilitate partner enablement through technical playbooks, onboarding programs, and proactive support.
• Ensure that our sales team is well-equipped with the latest program and product information and provide ongoing support to PAMs to address challenges and assist in deal closing.
• Contribute to the success of the company by achieving solution area targets covering revenue and end customer count and by delivering exceptional customer service, creative thinking, and innovative solutions.
• Demonstrate a strong drive to pursue new business and customers within the indirect channel by effectively pitching and understanding the Azure ecosystem and its value proposition, thereby enabling successful sales to partners and their customers.

Tasks, Duties, and Responsibilities:

Reseller Management:

• Be the direct point of contact for resellers, fostering strong relationships and providing presales and technical expert advice and support.
• Define and engage a targeted selection of new and existing Azure partners who are committed to expanding their customer base
• Recruit new partners that are building their Azure practices by identifying and targeting organizations with a strong interest in expanding their cloud capabilities.
• Empower partners with the essential tools and information required for them to effectively promote and sell products and services.
• Respond to partner inquiries promptly and proactively.
• Plan, execute and review strategies for reseller performance, territory targets, in collaboration with the Sales Team while building and following up on a plan with each partner to achieve monthly customer add targets across the resellers. Furthermore, establish regular check-ins with both selected partners and local Microsoft stakeholders to assess progress, offer support and feedback, and make any necessary adjustments to strategies.
• Create and enhance exciting product bundles for upselling and cross-selling resellers while assisting partners in building compelling offers that address key customer scenarios. Additionally, encourage partners to utilize Microsoft resourcessuch as Coop funds, Cloud Ascent targeting data, and the DMC tool and encourage their participation in Microsoft programs.
• Coordinate with Sales to recommend partners for specific programs.
• Work with resellers to identify and pursue opportunities to expand the end customer base by utilizing Microsoft targeting tools such as Cloud Ascent, along with programs and offers like Co-op, SMB Azure Workshops, and solution assessments, to drive new customer conversations and uncover on-prem to cloud migration opportunities.
• Collaborate with resellers in presenting solutions and conducting workshops to their end customers.
• Collaborate with the Marketing team to drive partner outreach across all available channels, including email, Teams, social media, and phone to promote offers and campaigns, generating excitement for Microsoft.

2. Reseller Recruitment & Enablement:

• Collaborate with the sales team to develop strategies for acquiring new partners.
• Proactively identify and recruit new partners to expand our ecosystem.
• Follow up with needed parties to get the partner to complete his sign up.
• Strategically drive partner success through comprehensive enablement initiatives, encompassing tailored training sessions and workshops, extensive product knowledge dissemination, and seamless access to crucial resources.
• Tailor the enablement program to individual partner requirements, ensuring a personalized approach that resonates with diverse business needs.
• Follow up on the enablement program complete execution.
• Dynamically evolve the Partner Enablement Program, ensuring a fluid and optimized flow

3. Training & Enablement:

• Collaborate with managers to propose training and sessions for internal team enablement.
• Attend Microsoft driven SureStep events like SureStep Summits and Bootcamps
• Represent Microsoft's products and work toward achieving the Pitch Perfect Badges as a pre-condition, while actively participating in the SureStep Community to share best practices.
• Provide training to internal teams on product information and licensing.
• Ensure the latest program and product information is available to BPS internal teams and BPS Marketplace.
• Write thought leadership articles
• Respond to team inquiries related to assigned programs and solution areas.
• Deliver training sessions and workshops to educate partners on our products, services, and solutions.
• Commit to providing continuous education, keeping our partners at the forefront of industry trends, product updates, and best practices.
• Craft meticulously designed training materials, resources, and documentation to fortify our partners with the knowledge and tools needed for success.
• Develop technical playbooks, onboarding and enablement programs for resellers.

4. Partners/Resellers/End Customer Sales:

• Conduct or coordinate solution demos for assigned products.
• Assist resellers in scope of work detailing solution offering and BOQ requests on Marketplace and CRM, and provide support in responding to RFPs, RFIs, and RFQs.
• Engage with partners, resellers, and end customers to address inquiries, discuss features, and facilitate discussions.
• Work closely with the Sales Team to help close deals and provide added value.

5. Solution Expertise:

• Understand vendor licensing programs and stay up-to-date on license changes.
• Use Cloud Ascent data and drive GTM execution of the Cohort Migrate and Secure Windows SQL and Linux Estate
• Address licensing and product inquiries from the team, partners, resellers, and end customers.
• Be up to date in product promotions and pricing changes and cascade back to other stakeholders
• Understand solution features and collaborate with manager on solution offerings for resellers.
• Stay updated on new features and releases of solutions while understanding the value proposition and competitive advantages of the offerings and that of the company.

6. Reporting & Performance Monitoring:

• Monitor and evaluate partner performance and participation in enablement programs.
• Identify areas for improvement and suggest enhancements to partner enablement initiatives.
• Keep track and Submit POEs on time
• Help create and maintain documentation for presales activities.
• Maintain records and documentation related to partner enablement activities.
• Maintain records and documentation related to your tasks.
• Track performance of initiatives and motions and report back internally.

Key Competencies:

• Adaptability to changes in vendor and company strategies.
• Proactive and responsive, with a commitment to timely partner communication.
• Demonstrates professionalism and excels in creative thinking and innovation.
• Strong planning skills and effective decision-making abilities.
• Exceptional problem-solving skills.
• Ability to motivate and build team spirit among staff.
• Promotes teamwork and fosters a positive team environment.
• Exhibits leadership qualities.
• Effective communication with various stakeholders.
• High emotional intelligence, including self-awareness and self-regulation.
• Proficiency in public speaking and presentation.
• Competency in competitive analysis and the ability to discuss competitor products transparently.

Qualifications:

• Bachelor's degree in business management, computer science or a related field (master's preferred).
• 2 to 5 years of experience in a similar role within the IT or technology industry.
• Proven track record of meeting and exceeding KPIs and revenue targets.
• Strong network of vendors and partner relationships.
• Excellent analytical and negotiation skills.
• Proficiency in relevant software and tools.