Leads Customer end to end Renewal Process, driving the engagement through to closure, ensuring deal is processed On time (OTR). Manages and executes plans for (EA) renewals pipeline, to ensure targets and customer business needs are met; coordinates extended teams to drive renewal strategy, optimizing upsell/cross sell opportunity. Qualifies lead to opportunity stage (40%*) & customer commits to move forward & explore renewal options further. Opportunity handover via Refer and Track to PCM.

Job Description

· Act as Primary point of contact for the customer during the renewals process, building trust & setting the foundation for long term Microsoft relationship

· Effectively turn renewals leads into opportunities and revenue pipeline by filtering them through different criteria, e.g. BANT (budget, authority, need and timeline)

· Engages with small and medium businesses across industries, company sizes and types to determine their needs and identify upsell/cross sell opportunities

· Understand customers current Microsoft license position, leading with Microsoft's cloud technologies to secure customer wins, maximizing up-sell and cross-sell opportunities collaborating with Solution Specialists and other stakeholders as needed

· Supports renewal process by engaging & co-ordinating multiple stakeholders (PCM, TCM, CE) aligned to customer needs, ensuring renewal closes on time

· Demonstrates Microsoft value proposition, helping the customer envision their future with Microsoft’s technologies

· Be able to address competitive offerings and solutions in the context of customer needs and Experiences

· Leverage social, digital, video, chat, phone and demonstration environments to effectively reach, sell to and manage Microsoft customers

· Accountable for data hygiene in all required tools/trackers is being maintained and accurate (e.g see appendix1 for list of tools)

· Meet and exceed targets for net-new revenue and sales pipeline; accurately forecast sales, pipeline and usage for the products and solutions in scope; maintain high daily activity, minimum ~60-90 activities/day:

Skills Needed:

· 4-year degree preferred

· 2-3+ years sales experience with a proven track record of success.

· Proven ability to understand customer needs, create and deliver customized, customer-focused pitches and solutions.

· Familiarity with modern sales techniques and tools is a bonus, including experience from

· retail sales, corporate internships, or entrepreneurial programs

· Experience working selling Azure, Office 365, Dynamics 365 or similar solutions Preferred

· Sales/customer service relationship background, telephone experience preferred

· A self-starter with a track record of outstanding performance and achieving goals

· Strong interpersonal skills, excellent oral, written and verbal communications skills. Ability to

· successfully communicate with contacts via the phone, email, video and presentations

· General knowledge of the IT industry, with the capacity to learn and retain knowledge about

· individual products and business solutions quickly and accurately

· Achievement and success-driven personality, motivated by performance rewards for

· exceeding annual sales goals through strategic sales leadership and strong cross business

· collaboration

· Solid time management skills and ability to work independently or under supervision with a

· high level of integrity

· Experience using Microsoft Office Suite applications & Passion for cloud technologies

· Language skills: English (written + verbal): intermediate or fluent; supported market (written + verbal): fluent or native