Microsoft Azure Sales Executive

**Company Description**

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our Microsoft Azure business. You will focus on enterprise customers in the EMEA South region. This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, Microsoft, and ServiceNow field sellers while leading virtual teams including solution sales, solution consulting, partner, product, and operations. This is a key and strategic role that requires a balance of sales, strategy, and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of ServiceNow revenue on Microsoft Azure both with existing customers and to land new enterprise customers. You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner where change is constant. You can establish broad senior level relationships. You have a proven track record of delivering results and getting things done. You demonstrate strong business acumen, have outstanding communication skills, and can effectively build relationships, negotiate complex multi-million-dollar contracts, and influence large purchase decisions for the biggest brands in the world.

What you get to do in this role:

- Create a Microsoft Azure sales plan with ServiceNow leadership to drive growth and then bring it to life. Leverage your passion for driving sales results to close.
- Build trust and deep multi-tiered relationships through the customers' organization, from business unit teams to CxO level
- Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer's strategic outcomes
- Manage relationships between ServiceNow, Microsoft, and executive-level customers
- Present the value of the ServiceNow and Microsoft Azure partnership while evangelizing joint innovation use cases
- Negotiate complex multi-million-dollar contracts
- Grow the ServiceNow business on Microsoft Azure year over year
- Build mindshare within Microsoft field sales leadership and account teams to drive sales
- Develop a clear roadmap across the customer, Microsoft, and ServiceNow teams to promote an outstanding customer experience
- Ensure customers are at the center of everything. Deliver high-value outcomes for customers
- Ensure alignment with Value Selling (ie: Value Prompter), NowSell principles and partner 3-way sales
- Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk.
- Responsible for weekly pipeline reporting, progress updates, customer references, deal registration
- Work with marketing to plan events, land public customer references, and drive customer engagement including stage presence at major events

**Qualifications**
**In order to be successful in this role, we need someone who has**:

- 10+ years of experience in large client management, and aligning account strategies to revenue opportunities
- 5+ years of experience as a Client Director or equivalent role with validated multi-million-dollar sales solutions experience and Executive level relationship management
- Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)
- Ability to understand broad, macro-level business and IT needs for the largest, most well-known brands in the world

**Desired Skills/Experience/Assets**:

- Background experience from a career working at ServiceNow and/or Microsoft
- Strong track record of exceeding sales targets by 150% or greater
- Strong and proven track record of successful Senior Executive and C-level executive engagement
- High energy, enthusiasm, and passion for the business
- Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
- Comfortable with ambiguity, complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
- Excellent spoken and written communication, interpersonal, relationship building skills
- Experience leading virtual and matrixed teams
- ServiceNow platform and Microsoft Azure training a plus (not required)
- Travel up to