About the role
Experience in developing and executing sales strategies that drive business growth and customer satisfaction. Expertise in identifying and qualifying new business opportunities, and effectively managing the sales pipeline to ensure consistent and predictable revenue growth. Proven 5-7+ years of experience in solution selling for cloud and AI solutions, with strong focus on driving digital and AI-led transformation, preferably in communication, transportation, and retail industries. Drives pipeline creation and opportunity qualification through collaboration with internal teams, partners, and marketing, ensuring strong alignment with customer priorities and measurable business impact. Expands existing accounts by driving solution adoption and consumption growth (including Azure and Copilot), working closely with partners, technical teams, and services. Identifies customer business needs and technical readiness, shaping solutions that deliver clear business value and ROI, with strong executive alignment. Leads deal orchestration and execution, implementing close plans to drive predictable and successful deal closure for complex enterprise engagements. Demonstrates strong account and territory management, including opportunity planning, pipeline management, partner engagement, and deal negotiation. Possesses strong problem-solving skills, leveraging cloud and AI technologies to address complex customer challenges. Demonstrates strong collaboration and leadership skills, influencing cross-functional and virtual teams, and engaging effectively with senior customer stakeholders. Industry Knowledge:Use your knowledge of the communication, transportation and retail to help plan and dirve transformation strategy that meets the customers business outcomes. Challenge and guide this transport organisation with constructive conversations about their business and technology. Strategic Customer Engagement: You will have a full understanding of customer's business needs, priorities, strategies, & deliver new insights on their business strategy to educate them on ways to address them jointly. Show long-term differentiated value for the customer. You will also have to proactively elevate relationships through multiple levels of the customer's organization to secure alignment and execution. You will always consider the ‘bigger picture' for your customers, with the ability to absorb information, and be conceptual and creative in problem-solving excellence. Business Relationship Owner: You will be responsible for defining the strategic vision and leading the transformation with the customer's CxO level Technology, Digital and Business Decision Makers (BDM). This requires leadership skills and ability to challenge conventional thinking. Success will come through achieving our customer's success. From exec sponsors to product experts & commercial leaders, you will need to be resourceful to ensure your customer is getting the full support across the organisation. Sales Leader and Operational Excellence: Achieving results by understanding digital transformation drivers and customer priorities. Identifying new opportunities and helping customers accelerate their move to the digital age for their own benefit as well as their customers and stakeholders. Delivering consistent, repeatable achievement of revenue and consumption targets Sales Challenger: Continuously building industry and technical knowledge. Bringing innovative industry solutions, benchmarks and references to C-level executives that drive greater efficiencies, optimization and increase customer satisfaction. Strong Communicator: You will be able to articulate complex problems and solutions in a simple, logical, and impactful manner. Inclusive Leader: With strong interpersonal skills you will create an inclusive culture within your team that embraces diversity and reflects our mission to empower every person and organisation on the planet to achieve more. You will have the ability to easily establish trust-based relationships and gain valuable insights through collaboration and communication with your customer and your team.
