Azure Partner Sales Executive
It's fun to work in a company where people truly BELIEVE in what they are doing!
We're committed to bringing passion and customer focus to the business.
Fractal is a strategic AI partner to Fortune 500 companies with a vision to power every human decision in the enterprise. Fractal is building a world where individual choices, freedom, and diversity are the greatest assets. An ecosystem where human imagination is at the heart of every decision. Where no possibility is written off, only challenged to get better. We believe that a true Fractalite is the one who empowers imagination with intelligence. Fractal has been featured as a Great Place to Work by The Economic Times in partnership with the Great Place to Work® Institute and recognized as a ‘Cool Vendor’ and a ‘Vendor to Watch’ by Gartner.
Please visit Fractal | Intelligence for Imagination for more information about Fractal
Overview of the role
We are seeking a results-driven Partner Sales Executive to join our team in the Microsoft Azure unit (previously Neal Analytics, which was acquired by Fractal in 2022). You are responsible for closing new business opportunities and for driving revenue growth for our company. This is a sales role that uses cloud partners as a “route to market.”
Required activities that drive this include (but are not limited to):
Selling-related
Proactively drive business development and pre-sales initiatives by leveraging both industry and technical background
Understand clients' needs and pain points and develop customized solutions to meet their requirements
Position Fractal solutions to meet client requirements and become a trusted advisor for services by effectively managing multi-threaded client relationships
Represent full Fractal portfolio with broad understanding and expertise in AI, Engineering & Design /Behavioral Sciences
Create (or manage) and deliver presentations and proposals
Build and maintain a strong sales pipeline, managing the sales process from lead generation to closing deals
Continuously monitor and report on sales activities and provide regular updates to the management team via CRM system and other reporting tools
Manage contracts, proposals, and pricing negotiations to achieve profitable sales results.
Partnership-related
Drive the “sell with” sales motion - which means jointly selling with Microsoft to our common clients
Build relationships with Microsoft’s sellers across your assigned territory, so they can be a source of leads
Understand and participate in various Microsoft programs (e.g., DTA, ECIF, Solution Assessment, DPI30, AAMP, etc.)
Teaming
Effective Enterprise sales requires collaboration and coordination between various teams. You will work closely with Principal Consultants, Solution Architects, and Sales Operations to deliver your key objectives, as members of a joint sales pursuit team. You are encouraged to constantly engage and suggest improvements where processes are not yet optimized.
Must have:
Track record of selling consulting and technical services (qualifying through to closing deals)
Experience with projects (milestones with deliverables)/managed services via SOW
Fluency in how advanced technology (AI, data, analytics) drives the modern enterprise
Nice to have:
Knowledge of the Microsoft partner ecosystem (Corporate, Field, GPS, etc.)
Previous experience as a management consultant and/or a technical practitioner
Sales success in large enterprise data modernization engagements
What we offer
Well established book of business and access to programs at Microsoft for new leads
Key anchor accounts with MSAs already in place
Support of talented Practice and Capabilities team along with required Sales Ops “machinery”
Desired Skills and Experience
5+ years of enterprise services sales experience in complex sales cycles
Former Delivery Consultant within consulting services space in any analytics tech stack
In-depth knowledge of cloud services (Azure, AWS, GCP etc.)
Experience in areas such as AI, advanced analytics, cloud data warehousing, and application modernization
Bachelor’s Degree with a technical or business focus is desired
Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and internal teams
Consistent track record of overachievement of sales goals
Confident and creative thinker with an ability to quickly establish trust
Experienced in a partner-selling model with an understanding of Microsoft partner network is a big plus
Ability to work independently and as part of a team, and to manage multiple projects simultaneously
If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!
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