Services Sales Executive - Azure (Public Sector)

Benefits Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S. Continuous professional growth and leadership opportunities. Health, wellness, and financial benefits to offer peace of mind to you and your family. World-class facilities and the technology you need to thrive – in our offices or yours. Job Summary The SHI Azure Services Sales Executive (SSE) is a strategic, customer-facing role responsible for driving net-new services opportunities in Azure infrastructure and Managed Services solution areas. This individual will lead proactive campaigns, create customer business cases, architect solutions, and serve as a trusted advisor to customers and internal stakeholders. The Azure SSE will play a pivotal role in expanding SHI’s services footprint through innovation, technical leadership, and customer advocacy. Job Description Summary Job Description Summary Role Description Business Development & Campaign Execution Collaborate with SHI Account Executive and Sales Overlay resources in your territory to support all aspects of sales strategy development and execution. This includes, but is not limited to, customer meetings, internal SHI AE enablement on current trends and core capabilities, aligning our offerings to customer business needs and outcomes, and closing opportunities using our alignment proposal process. Drive net-new service opportunities through proactive campaigns aligned to architecture-specific and market-specific verticals. Identify and act on innovation trends and technological advances in Azure infrastructure technologies. Leverage knowledge of the Microsoft partner ecosystem and incentive programs to enhance opportunities and grow SHI market share within Microsoft. Customer Engagement & Advocacy Build and develop strategic relationships within key accounts, becoming the preferred point of contact for Azure development projects. Serve as the primary point of contact for solution area-specific needs within assigned accounts. Act as a customer advocate, ensuring their needs are represented and addressed across SHI’s service offerings. Lead “Land and Expand” strategies to grow services beyond initial engagements. Stay informed about existing and emerging technologies, industry trends, and impact on customers’ continued cloud strategy. Align this knowledge to SHI service offerings and capabilities. Solution Architecture & Technical Strategy Collaborate with technical teams to design and propose scalable, secure, and innovative solutions. Lead technical sales motions related to Microsoft, including MACC initiation and renewal and services engagement planning. Communicate customers’ current state, pain points, desired outcomes, future state, and success criteria to technical teams to ensure holistic project delivery. Performance Reporting & Leadership Communication Use CRM to track all customer activity and report on sales performance, profitability, customer satisfaction, and project progress. Own alignment proposal process and contribute to the Solution Architect’s and Service Delivery’s technical scoping and project delivery. Provide regular updates to leadership on solution area trends, including product challenges, key use cases, and repeatable wins. Core Focus Areas Azure infrastructure growth and modernization Cloud financial operations IT business operations Microsoft Co-Selling & Strategic Alignment Azure Services & MACC Lifecycle Management Behaviors and Competencies Strategic Implementation: Can take ownership of complex strategic initiatives, coordinate cross-functional teams, and ensure successful implementation and outcome. Analytical Thinking: Can use advanced analytical techniques to solve complex problems, draw insights, and communicate the solutions effectively. Relationship Building: Can take ownership of complex team initiatives, collaborate with diverse groups, and drive results through effective relationship management. Strategic Thinking: Can analyze complex situations, anticipate future trends, and align and integrate strategies across departments or functions. Self-Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation. Technical Expertise: Can demonstrate a high level of technical expertise in a specified area and can serve as a resource for others. Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change. Business Acumen: Can develop and execute business plans to drive growth and profitability. Business Development: Can take ownership of significant business initiatives, collaborate with various stakeholders, and drive business results. Critical Thinking: Can integrate and synthesize information from various sources to inform strategic decision-making and problem-solving. Skill Level Requirements The ability to provide expert guidance, effectively lead teams, organize tasks efficiently, and interact harmoniously with others to achieve organizational goals. - Intermediate The capacity to work independently, contribute effectively in team settings, and engage successfully with individuals at all organizational levels. - Intermediate The capability to distinguish between short- and long-term objectives, as well as individual partner and employee goals, to collaboratively work towards a unified organizational vision. - Intermediate The proficiency in delivering presentations, and communicating effectively both verbally and in writing, enabling comfortable and professional interactions with diverse internal and external leadership contacts. - Intermediate The ability to actively listen and present ideas clearly and concisely to both technical and non-technical audiences. - Intermediate The expertise in using Microsoft Outlook, Word, Excel, PowerPoint, and various business systems such as AX, SalesCenter, CRM, and PBI. - Intermediate The ability to consistently research and proactively identify changes and trends within the software industry. - Intermediate The capability to establish and maintain relationships with external partners and executive-level stakeholders. - Intermediate The experience and knowledge in working with Pure Storage Global Segments. - Intermediate The ability to independently manage and oversee a regional business with minimal guidance from management. - Intermediate Other Requirements Completed Bachelor’s Degree or relevant work experience required 5+ years in a services strategist role, technical pre-sales, or solution architect with a focus on cloud technologies Deep understanding of IT business operations and trends Deep understanding of Microsoft solution areas and partner ecosystems Proven ability to lead customer engagements and drive services growth Ability to elevate customer conversations to strategic discussions through consultation Strong communication, collaboration, and executive presence Experience with contract planning, MACC, and Microsoft funding programs is a plus AZ-104 – Azure Administrator certification is a plus Ability to travel up to 35% Compensation The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $175 - $225 OTE. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending. Equal Employment Opportunity M/F/Disability/Protected Veteran Status #J-18808-Ljbffr SHI