Responsibilities:

Strategic & Business Development:  

• Execution of the company strategy,  
• Working closely with Global Partners on pipeline generation,  
• Aiming for growth in different part of IT business,  
• Conducting and managing sales processes, 
• Responsibility for pre-sales and hands-on in demand generation, 
• Hands-on execution of sales processes – 90% of your time must be customer focused, 
• Execution of the company strategy as well as build new business development opportunities in collaboration with Portfolio Lead and team of Presales Architects, 
• Maintain good relationships with the regional Microsoft office, 
• Prioritize and balance between projects priorities ("cash cow", "strategic" etc.) with the support, Portfolio Lead, Unit Lead, and rest of sales team, 
• Account planning and execution of account plans, 
• Enhance up-sale and cross-sale, 
• Account planning and execution, 
• Looking for future valuable areas in technology world.  

Sales & Pre-Sales:      

• Coordination with Predica Consulting (presales) and Delivery to close the deals and secure revenue, 
• Involvement in the whole presales process especially at lead and qualification stages, 
• Drive sales process to success, 
• Run customer presentations with pre-sales (consulting) team members, 
• Look for Partnerships to enhance our offerings, 
• Establish and develop business relationships with customers, 
• Collaborate and use marketing lead generating services available in the organization, 
• Perform scoping workshops and design sessions with customers. 

Operational:  

• Responsible for sales tools and reporting,  
• Focus on revenue, 
• Consistency of the CRM leads and opportunities, ownership of the sales process,  
• Quality of projects delivery,  
• Ensure sales and marketing materials availability.  

Requirements:

Professional services: 

• Proven experience in Professional Services area, 
• Core high-level understanding of data techniques and concepts: database, ETL, machine learning, data visualization, API, 
• Senior stakeholder aspirations management skills, 
• Experience of creating and managing relationship with external partners,  
• Conducting workshops, presentations, meetings,  
• Analytical mind, ability to negotiate,  
• Problem solving skills, 
• Works on flexible hours - it is about getting things done, not to make them between 8-16, 
• Readiness to travel approx. up to 20% - 25% of the work time  

Business development: 

• Sales/business development role in high-growth (30-50% YoY) mid-to-large sized (100 - 10’000 FTE) IT provider company, 
• Minimum 3-5 years’ experience and proven track record of selling IT Professional Services on Microsoft technology stack – from 100kUSD to 1mlnUSD+ to medium and large customers (500 FTE+), 
• Closed sales of at least 3 big complex IT projects for various customers, 
• Proven experience of managing relationships with senior decision makers on customer side, 
• Experience of creating and managing relationships with external partners (ideally Microsoft), 
• New business development experience with enterprise customers, 
• Ability to spot & discover x-sell and up-sell opportunities, 
• Knowledge and experience in sales/pre-sales engagements stages,  
• Experience in prospecting, cold mailing, cold calling – lead generation. 

Soft skills:  

• Ability to step out of comfort zone,  
• Open minded challenger,   
• Constantly works on improving soft and tech-skills,   
• Self-managed executor,   
• Responsibility, reliability, transparency,  
• Fluent English is a must,  
• Excellent communication and presentation skills: 
• Top-down and bottom-up communication skills, 
• Problems structuring using methods like situation-complication-resolution or situation – impact resolution, 
• Extreme ownership of project and tasks.  

Nice to have:  

• Knowledge with Microsoft products and technologies mostly with:  
  • Azure Synapse, Azure SQL DB, Azure Databricks, Azure ML, Azure Analysis Services, 
  • Azure DevOps, especially Azure Boards for Project Management purposes,
  • Power Platform technologies: Power Apps, Power Automate, Power BI,
• Sandler Sales training, 
• Digital Marketing experience/understanding, 
• Experience in being part of pivotal moment in company history (working in high growth companies.