Microsoft Sales Specialist

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 client Microsoft Cloud Division priorities.
• Build a balanced pipeline of licensing, project, advisory, assessment and recurring managed services opportunities.
• Grow existing customer relationships and acquire new customers for the Microsoft Cloud Division.
• Identify customers with Microsoft 365, Azure, Security, governance, cost optimisation, compliance, AI readiness, productivity or digital workplace needs.
• Open customer conversations around business outcomes rather than product features.
• Lead business-focused discovery conversations to uncover customer priorities, challenges and Microsoft Cloud opportunities.
• Understand the customer''s current environment, desired outcomes, urgency, business impact, stakeholders and decision process.
• Avoid product-led selling and first understand the customer''s business problem, collaboration need, security challenge, cloud journey or cost concern.
• Identify entry points such as Microsoft environment assessments, licensing reviews, cost optimisation, security posture reviews, Copilot readiness and managed services.
• Develop opportunities across Microsoft 365, Azure, Security, Copilot and Managed Services.
• Position Microsoft 365 as a secure productivity, collaboration, governance and adoption platform rather than only Office licensing.
• Position Azure Infrastructure around resilience, scalability, governance, cost management, backup, disaster recovery, monitoring and infrastructure modernisation.
• Position Microsoft Security around identity confidence, threat visibility, data control, response readiness and audit defensibility.
• Convert suitable assessment or project opportunities into managed services, adoption services and recurring optimisation engagements.
• Develop proposals, customer presentations and business cases that explain current state, target state, value proposition, roadmap, commercials and success metrics.
• Work with pre-sales and technical specialists to translate requirements into practical Microsoft Cloud solutions.
• Present recommended solutions clearly to business decision-makers, IT stakeholders and executive sponsors.
• Ensure proposals include commercial clarity around licensing, services, scope, assumptions, managed services, adoption requirements and success criteria.
• Collaborate with cloud advisory, pre-sales architects, licensing specialists, technical delivery teams, adoption resources and managed services teams.
• Engage technical specialists at the correct point in the sales cycle to support solution validation, architecture, assessments, workshops and customer presentations.
• Work with Microsoft, distributors and strategic partners to support co-sell alignment, campaigns, workshops and customer assessments where relevant.
• Ensure sales commitments are aligned to delivery capacity, margin expectations and customer success requirements.
• Identify CSP licensing, Microsoft 365, Azure consumption and licensing optimisation opportunities within customer accounts.
• Help customers understand licensing value, consumption, renewal opportunities, unused services, optimisation options and managed service needs.
• Support licensing and commercial governance through accurate customer requirements, renewal visibility, commercial documentation and coordination with licensing resources.
• Use licensing as an account-entry and annuity opportunity while protecting service-led gross profit and recurring revenue growth.
• Achieve agreed revenue, gross profit, pipeline and recurring revenue targets.
• Attach managed services, adoption services, optimisation reviews or support models to appropriate Microsoft Cloud opportunities.
• Support customer adoption and expansion through governance reviews, QBRs, cost optimisation, security posture improvements, Copilot readiness and managed cloud services.
• Contribute to long-term customer value realisation and renewal protection.
• Maintain accurate records of pipeline value, qualified opportunities, proposals, close dates, next actions, customer stakeholders and forecast status.
• Report performance against agreed targets and KPIs.
• Participate in sales meetings, forecast reviews, pipeline reviews and Microsoft Cloud Division planning sessions.
• Ensure opportunities are properly qualified, correctly scoped and commercially viable.