Cloud Solutions Executive

Role Summary:






The Cloud Solutions Executive (CSE) is responsible for driving and co-owning software and services within



his/her assigned region with a focus on cloud-based solutions. The person in this role is expected to take



a consistently proactive approach to discover software and services business in the region with new



customers identified by associated teams or uncovered through self-driven discovery. The CSE is the lead



in the region for initial sales success with new customers and serves as the expert on the customer’s



software and services strategy as the customer is migrated to a management team that works to grow



the breadth of the sales relationship



In developing the initial success with a customer, the CSE will work with internal teams and external



partners to define and deliver the combination of software and services that the customer requires to



achieve their goals. To do so, the CSE will act as a liaison between Zones’ Professional Services teams,



Solutions Architects, software partners, and infrastructure partners. The CSE will capture requirements



from the customer, describe the elements of the solution, and help to create a Scope of Work (SoW) that



will be used to define and price the solution



Practice Summary and Role Expectations



This team operates within the space of Public Cloud, Hybrid Cloud, and Specific Cloud-based



technologies. Our goal is to provide the expertise that identifies the software, services, and environment



That will enable customers to operate in the environment that is best suited for their



Infrastructure



The CSE role is not a fully technical role but demonstrates technical acumen at the level required to



credibly describing a path from a customer’s current state to the desired state is a must. Demonstrating



this level of competence will require holding or earning certifications in the cloud and Azure services and



Infrastructure. Effective CSE will understand and be able to articulate the value of software as a service,



professional services, and infrastructure choices involving the best-known partners in the industry



including, only limited to Microsoft. Beyond understanding how the technologies interact and support the



customer’s goals, the CSE will have to understand the sometimes-complex licensing programs that are



used by the producer of the product

• 
  Performance and success will be measured by gross profit performance.

• 
  Performance-based quarterly incentives will be structured in bonus format

Key Responsibilities:

• Partner and co-own sales at the customer level.


• Analyze & gather business requirements from large and complex client environments


• Perform required research and investigation to identify and create a proposed solution based on customers’ requirements, options, and courses of action.


• Understand and articulate various Microsoft licensing methods (Microsoft Cloud-based subscription programs).


• Daily, Weekly, and monthly reports are to prepare.


• Contribute to CSE team effectiveness by identifying short-term and long-range issues that must be addressed; involving subject matter experts in collaboration within internal teams.


• Actively providing the responses on Leads coming through Microsoft directly.


• Actively working with the assigned Sales Team in tracking their upcoming renewals falling under Microsoft.


• First-line preparation of cost estimates for licensing and product sales as well as professional services by understanding the customer’s plans, and consulting with technical resources, practice leads, and other professional and technical personnel (both internal and external).

General Business Development, Marketing, and Partnerships

• Develop relationships and act as liaison to partners to ensure available resources are being utilized where appropriate.


• Act as a solution evangelist for marketing activities, including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.


• Partner with stakeholders and drive solution marketing activities by delivering content and messaging

Knowledge, Skills, and Abilities:

• Bachelor’s degree with a preference for business and demonstrated achievement of technical certification Or training.


• Excellent communication skills


• Ability to sell, scope, and price with limited support.


• Familiarity with Microsoft Cloud-based solutions.


• Ability to independently conduct meetings with customer personnel to provide basic knowledge of

Microsoft licensing and solutions.