Cloud Specialist

Job Title: Cloud Sales Specialist

Reports to: Group Head of Cloud

Location: UK - Reading

KEY ACCOUNTABILITIES / ROLE PURPOSE

The primary function of the Cloud Sales Specialist is to support our customers, prospects, and Sales teams through the adoption of cloud infrastructure, primarily Microsoft Azure, through Ultima’s cloud services. This will ultimately be measured against an increase in Azure Consumed Revenue (ACR) and services revenue through our Professional and Managed Services teams

The role will also be responsible for identifying and creating opportunities within existing customers and brand-new prospects, working alongside our Sales teams and other specialist areas.

The role will be expected to support other teams within the business solve challenges as they arise and capitalise on potential opportunities within their specialist areas.

MAIN DUTIES AND RESPONSIBILITES

Some responsibilities of the role will include (but not be limited to):

• Qualifying early stage leads and cloud opportunities alongside Ultima sales teams
• Coordinating internally with presales and delivery consultants to gather necessary requirements and scope and close projects
• Full end to end management of straight forward opportunities where additional support isn’t required
• Working with Sales and Marketing teams on cloud campaigns and proactively generating opportunities within new and existing customers based on propensity data and strategic objectives
• Supporting Licencing teams with EA/MACC negotiations
• Working with Microsoft stakeholders to generate referrals.
• Working with Alliances team to ensure that opportunities are logged with Microsoft & AWS for respective projects
• Being an internal subject matter expert, able to give advice and guidance to sales teams to coach and develop their understanding and knowledge
• Working with delivery and Technical Account Management/TSM’s to proactively identify opportunities within our customer base
• Identifying new opportunities to drive Ultima profitability, including producing business cases, and successfully influencing key stakeholders to adopt recommendations.

ESSENTIAL KNOWLEDGE, SKILLS & EXPERIENCE

• Knowledge of Microsoft Azure Services
• Complete understanding of all Microsoft azure transaction approaches (Direct and Indirect CSP, PAYG, EA, MACC) and agreements
• Experience selling with the Azure Migrate & Modernise program
• Familiarity with Microsoft Partner centre
• Knowledge of the Microsoft Cloud Adoption Framework
• Experience in a similar role in the IT industry.
• Experience working closely with IT partners and customers.
• Demonstratable experience of working in a commercial role, carrying and achieving financial targets.

DESIRED KNOWLEDGE, SKILLS & EXPERIENCE

Knowledge of AWS Services

Understanding of AWS purchasing routes

Familiarity with AWS partner competencies and partner programs

Familiarity with AWS Migration Acceleration Program

KEY COMPETENCIES REQUIRE FOR ROLE

Driven and self-motivated.

Proactive.

Analytical

Methodical.

Strategic thinker

Excellent communication of technical concepts – verbal and written.

Strong problem solver

Good attention to detail.

Good people skills.