Key Responsibilities

• Build, manage & maintain a strong Microsoft sales pipeline across existing and prospective customers.

• Identify, qualify and progress opportunities across Microsoft 365, Azure, Security, Copilot, Managed Services and CSP licensing.

• Maintain disciplined opportunity tracking, sales-stage progression, next-step ownership, forecast accuracy and CRM hygiene.

• Develop account and opportunity plans aligned to Ubuntu Technologies' Microsoft Cloud Division priorities.

• Grow existing customer relationships and acquire new customers for the Microsoft Cloud Division.

• Lead business-focused discovery conversations to uncover customer priorities, challenges and Microsoft Cloud opportunities.

• Develop opportunities across Microsoft 365, Azure, Security, Copilot and Managed Services.

• Develop proposals, customer presentations and business cases that explain current state, target state, value proposition, roadmap, commercials and success metrics.

• Collaborate with cloud advisory, pre-sales architects, licensing specialists, technical delivery teams, adoption resources and managed services teams.

• Identify CSP licensing, Microsoft 365, Azure consumption and licensing optimisation opportunities within customer accounts.

• Achieve revenue, gross profit, pipeline and recurring revenue targets.

• Maintain accurate records of pipeline value, qualified opportunities, proposals, close dates, next actions, customer stakeholders and forecast status.