Azure Partner Sales Executive

Overview of the role

We are seeking a results-driven Partner Sales Executive to join our team in the Microsoft Azure unit (previously Neal Analytics, which was acquired by Fractal in 2022). You are responsible for closing new business opportunities and for driving revenue growth for our company. This is a sales role that uses cloud partners as a “route to market.”

Required activities that drive this include (but are not limited to)

Selling-related

• Proactively drive business development and pre-sales initiatives by leveraging both industry and technical background
• Understand clients’ needs and pain points and develop customized solutions to meet their requirements
• Position Fractal solutions to meet client requirements and become a trusted advisor for services by effectively managing multi-threaded client relationships
• Represent full Fractal portfolio with broad understanding and expertise in AI, Engineering & Design /Behavioral Sciences
• Create (or manage) and deliver presentations and proposals
• Build and maintain a strong sales pipeline, managing the sales process from lead generation to closing deals
• Continuously monitor and report on sales activities and provide regular updates to the management team via CRM system and other reporting tools
• Manage contracts, proposals, and pricing negotiations to achieve profitable sales results.

Partnership-related

• Drive the “sell with” sales motion – which means jointly selling with Microsoft to our common clients
• Build relationships with Microsoft’s sellers across your assigned territory, so they can be a source of leads
• Understand and participate in various Microsoft programs (e.g., DTA, ECIF, Solution Assessment, DPI30, AAMP, etc.)

Teaming

Effective Enterprise sales requires collaboration and coordination between various teams. You will work closely with Principal Consultants, Solution Architects, and Sales Operations to deliver your key objectives, as members of a joint sales pursuit team. You are encouraged to constantly engage and suggest improvements where processes are not yet optimized.

Must have

• Track record of selling consulting and technical services (qualifying through to closing deals)
• Experience with projects (milestones with deliverables)/managed services via SOW

Nice to have

• Knowledge of the Microsoft partner ecosystem (Corporate, Field, GPS, etc.)
• Previous experience as a management consultant and/or a technical practitioner
• Sales success in large enterprise data modernization engagements

What we offer

• Well established book of business and access to programs at Microsoft for new leads
• Key anchor accounts with MSAs already in place
• Support of talented Practice and Capabilities team along with required Sales Ops “machinery”

Desired Skills and Experience

• 5+ years of enterprise services sales experience in complex sales cycles
• Former Delivery Consultant within consulting services space in any analytics tech stack
• In-depth knowledge of cloud services (Azure, AWS, GCP etc.)
• Experience in areas such as AI, advanced analytics, cloud data warehousing, and application modernization
• Bachelor’s Degree with a technical or business focus is desired
• Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and internal teams
• Consistent track record of overachievement of sales goals
• Confident and creative thinker with an ability to quickly establish trust
• Experienced in a partner-selling model with an understanding of Microsoft partner network is a big plus
• Ability to work independently and as part of a team, and to manage multiple projects simultaneously