Key Responsibilities:

• Generates demand and selling Cloud Managed Services solutions

• Generates demand by assisting clients to identify and qualify current needs and effectively articulate how the company can add value through its Cloud services and solutions offering.

• Addresses the objections that a client may pose in moving to a Cloud managed services solution.

• Appropriately allocates sales time between assigned clients and new prospect opportunities; yet ensure focus remains on the top clients/prospects and balance opportunity size with likely outcomes.

Sales partnership -

• The success of the services agenda and successful sales will rely on successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client.

• Engages and coordinates with partners and/ or vendors to drive select deals through vendor-based opportunities.

• Engages with the broader organization such as the Offer Management, Commercial Architecture and delivery teams to promote and support high-value services opportunities.

• Participates in regional sales governance processes and deal Clinics to profile opportunities.

• Managed Services industry trusted advisor -

• Builds deep and long-term relationships with client leaders in a Managed Services opportunity and executes a competitive win strategy through understanding the client’s business requirements and competitive landscape.

• Maintains a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in.

• Contributes to the knowledge base of the company's services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges.

Deal construct –

• Helps build and support commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and the organization.

• Constructs the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota.

Drives the sales process -

• Manages a pipeline of opportunities and creates and documents a shared strategy to meet sales target such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals.

• Collaboratively works with extended sales teams and commercial architects to successfully position the service and see the opportunity through to closure.

• Partners with internal teams to ensure scope of work and proposals are tracked, managed and delivered on time.

• Develops and implements an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.

• Ensures DATA is accurate based on sales reporting standards to provide DATA-driven insights.

• Supports the negotiation of deals with clients and leads the internal account management team to enable conclusion of services deals.

• Contributes to the knowledge base of the company's solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.

• Participates in regional reporting cadence as it relates to regional performance and major deal reviews.

Knowledge and Attributes:

• Good knowledge of cloud infrastructure principles and products.

• Good understanding of and the ability to position organization's services offerings that may span multiple technology domains across Cloud Infrastructure Managed Services, Support Services, Consulting Services and Technical Services.

• Good understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services.

• Conversant with a business outcome led approach to sales.

• Proficiency in working with major cloud platforms such as Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP), and others.

• Good understanding of broader IT infrastructure components, such as servers, storage, virtualization, and DATA centers.

• Understanding how networking works in a cloud environment to enable the design of effective solutions.

• Good understanding of financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations.

• Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange.

• Client-centricity coupled with problem solving.

• Familiarity with cloud security best practices, identity and access management (IAM), encryption, DATA protection, compliance standards, and security monitoring within cloud environments.

• Understanding of hybrid cloud architectures and strategies.

• A comprehensive understanding of cloud infrastructure technologies and an awareness of IoT concepts and how they impact cloud infrastructure design.

• Good business acumen and negotiation skills to craft solutions that are beneficial to the company and the client.

• Ability to proactively and independently identify and qualify opportunities, an entrepreneurial mindset if key.

• Natural team player – ability to coordinate and liaise with delivery teams across multiple business areas.

• Quick learner to understand any new solutions that are ready to take to market.

Academic Qualifications and Certifications:

• Bachelor's degree or equivalent in a Technical or Sales field or related.

• Certifications such as Scotworks and Solution selling is desired.

• Solution Selling/SPIN certifications is desired.

• Desired technology certifications include (any one or more) - Azure (AZ900 – Azure Fundamentals), AWS (AWS Cloud Practitioner), VMWare (VTSP or VTSP for AWS/Azure), ITIL (Version 3 or later).

Required experience:

• Demonstrated impressive track record of managed services solutions to large enterprise accounts. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.

• Proof of structuring large, multi-year profitable contracts.

• Seasoned ability of building strong relationships with clients across all levels.

• Seasoned experience of networking with senior internal and external people in the specialist area of expertise.

• Experience in managing the entire sales process, contracting process and legal implications of a deal.

• Seasoned sales, client engagement and business development experience with requisite understanding of relevant markets and market penetration strategies.