About the role
Leading and shaping the future of high potential startups and unicorns based on locally set selection criteria. Engaging with this segment to prioritize the right motion for a potential unicorn WIN (either through projects on Azure at the start, strategic partnership with commitment, or exclusivity on a specific workload) Building strategic partnerships at the right time, with those unicorns to accelerate their growth and build new solutions Envisioning new industry scenarios and business models with the unicorns Driving technical alignment with the v-technical team across segments (CSU, STU, GBBs, Engineering, CSE) Deliver Sales Excellence - Leads and orchestrates extended virtual teams across our solution areas to consistently achieve growth in revenue & market share. Industry Knowledge - Builds and maintains a strong knowledge of customers' industry, associated business strategy, and key industry partners and solutions. Gains deeper insights and knowledge through direct engagement in their customers' business and operations. Experience selling into VC-backed startups / scaleups Track record of: Landing net-new logos; Driving strategic cloud or platform deals Understanding of: AI/ML workloads; Startup funding cycles; Growth-stage company challenges A background of consistently delivering results in account management/sales experience OR equivalent Comfort with doing Business Development in the Digital Natives, Start-ups & Scale-ups space
