Competence in Account Management.
Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, and large deal negotiation

Executive Presence
Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria and an understanding of how to engage both business and IT decision makers

Cloud Platform
• Understanding of cloud platforms including Office 365 and Azure platform services, hybrid cloud technologies, productivity solutions, developer tools and/or complementing solutions.
• Requires the ability to articulate and present the business value of cloud solutions and have firm understanding of strategies and products relative to major competitors required

Problem Solving Skills
Ability to solve customer problems through cloud technologies
Collaboration Skills
Orchestrate and influence teams to pursue sales opportunities and lead teams through influence
Leadership Skills
Demonstrated sales management experience
Competitive Landscape
Knowledge of enterprise software solutions and cloud platform competitor landscape

Responsibilities
ROLE OVERVIEW
Reporting to the Head of Sales, the Solutions Sales Specialist is responsible for managing the solution lifecycle within the customer base for the solution set under his or her responsibility.

Key Responsibilities
Solutions Revenue
• Own and drive new revenue growth for cloud solutions by achieving set monthly/quarterly/annual cloud solutions targets
• Compete aggressively and proactively to win new business and share through differentiated customer business value
• Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.
• Own opportunities from start to close by orchestrating a team consisting of technical and partner roles across an extensive portfolio of products
• Identify customer business challenges and bring them to agreement on the business value of our cloud solutions -including detailed relevant BDM, Industry use cases, financial analysis – TCO and ROI

Solutions Development
• Idea Screening & Actualization.
• Prepare solutions concept document that captures relevant market research report as well as both IT and Network analysis
• Development & Implementation: Working with the business, develop business processes capturing all aspects/processes that will be involved in the expected life cycle of the solutions.
• Prepare Solutions description document and Business case
• Build and transform new markets and lead transformational shifts for customers.
• Develop, communicate and provide high business impact solutions that enable digital transformation.
• Solutions Launch: Compile solutions training manual and Procedures
• Conduct process awareness training
• Prepare Go To Market (GTM) Plan
• Conduct Solutions Training
• Identify new strategic and ecosystem partners to enable provision of additional services/solutions.

Solutions Management
• Perform monthly Solutions Revenue Performance Analysis.
• Perform Quarterly Market and Competitor Analysis.
• Perform Solutions Benchmark Report on monthly basis capturing solutions performance versus competition.
• Continuously nurture and expand sales, business, technology, and competitive readiness through participating in vendor sales communities and in the broader industry through events, community gatherings and more.
• Be the interface to the customer and orchestrate a team of resources to solve customer problems.
• Foster and expand relationships with Customer Business Decision Makers and lead team through evaluation, contracting, deployment, and usage of cloud solutions.
• Constantly review the business processes to ensure efficient and cost-effective delivery of services to customers.
• Identifying and pursuing sales opportunities and leads which may come from meetings, clients, other sales force, vendors and others.
• Supporting the allocated global / regional account manager with their global acquisition strategy and leverage global deals to win locally, including sign off of a local account plan aligned to the global account plan, where relevant
• Ensuring that all contracted revenue streams from won opportunities are being accounted for in all allocated accounts.
• Maintaining the allocated pipeline product and country mix to reflect the strategic aims of the business aligned to specified objectives.
• Maintaining the company CRM tool in an up to date state with all required data at all times such as customer contacts, account plans, customer landscape, wallet share and diary events.
• Ensuring customer satisfaction scores are constantly improving by measurement through approved organizational policy and tools
• Delivering an agreed minimum incremental total contract value (TCV) of business per annum or prorata if starting mid-year
• Engaging with Liquid’s internal departments to confirm that the proposed solution can be
• delivered and supported.
• Assessing the customer satisfaction of the solution, capturing lessons learned and sharing these with the appropriate teams to drive improvements.
• Managing a portfolio of opportunities with a specified Total Contract Value.

Qualifications
A minimum of University degree in any Field with Microsoft competence certification in both Azure and office 365.

Details of experience
At least 3 years’ experience in Microsoft cloud solutions (Microsoft Office 365, Dynamic 365 and Microsoft Azure) as cloud technical specialist, cloud sales specialist or cloud solutions manager.