Microsoft Ecosystem Sales Director - OwnBackup

Own is the leading data platform trusted by thousands of organizations to protect and activate SaaS data to transform their businesses. Own empowers customers to ensure the availability, security and compliance of mission-critical data, while unlocking new ways to gain deeper insights faster. By partnering with some of the world’s largest SaaS ecosystems such as Salesforce, ServiceNow and Microsoft Dynamics, Own enables customers around the world to truly own the data that powers their business.

It’s their platform. It’s your data. Own it.

The Job

A desirable Microsoft Ecosystem Sales Director will have a proven track record of helping companies introduce new SaaS portfolio solutions to existing customers and net new prospects. This individual will succeed by driving, assisting, or enabling peers to quickly learn, position, and sell our Microsoft Dynamics portfolio. You will be goaled on a EMEA & APAC based number and net-new logo bookings targets. Your sphere of influence and daily engagement will span from our OWN core sales team to include collaborative meetings with Microsoft field sellers in the Business Applications BU and traditional VAR and SI partners. You will be customer-facing at least 50% of the time, positioning our platform and overseeing a best-practices solution selling process.

You will own overall business planning and execution for the Microsoft Dynamics GTM strategy, and you will execute this in alignment as a business partner to the EMEA & APAC Executive Sales Leadership and RVPs in charge of individual sales teams.

Success in the endeavour will unlock other opportunities at Own. As a seasoned member of the Revenue Organization rolling up through our Microsoft GTM leader and CRO, other leadership opportunities may present themselves in time.

Your Day-to-Day Role

Develop and execute against the EMEA Microsoft business plan for Microsoft adoption to include sales strategies, partner engagement, core seller engagement, and Microsoft field alignment. You own the number for the region and will lead by example and influence
Enable and educate the core sales teams, VAR/SI Partners, and relevant Microsoft field colleagues to position and differentiate Own from competitive solutions
Facilitate and scale the core teams’ collective book of Microsoft business by driving productive white-space reviews and defining Top-Ten/Next-Ten focus activities
Understand target prospects’ buying personas, network connections, and processes. Collaboratively understand and engage with customers around opportunities to close by augmenting and leveraging an understanding of their buying processes. Keep core sales involved and active
Oversee and participate in all deals from prospecting to close
Accurately forecast and drive critical sales stage elements, including metric-based pipeline goal, deal-state and next-step awareness, and Marketplace or partner-involved PO closings
Partner with the field marketing organization in regional shows and user groups, and be “The Face” of OWN for Microsoft in the marketplace
Be a force in Social Media to increase awareness of OWN Company and our particular focus on Microsoft

Your Work Experience

A minimum of ten years of direct solution sales experience and 3-5 years of specialty seller experience are required.
Strong understanding of the Saas sales cycle
Notable track record of success in building sales from “early” and “small” to “significant” (Must have a start-up mentality)
Hunter mindset; experience identifying key accounts/prospects using prospecting tools like ZoomInfo, SalesNav, etc
Experience with consultative, value-based selling and a proven track record of exceeding quota
Extended experience working with partners and other co-sellers
Strong planning, collaboration, and communication skills
Strong forecasting acumen and practical problem-solving skills. You will need to identify issues and recommend approaches to solve them effectively.
Established reputation in your peer group as a recognized and noticeable motivator
Experience working with sales tools, including SalesLoft, SFDC, Clari, etc.
A fast-paced, hyper-growth environment must energize you - we make the news and don’t report it.
Excellent interpersonal, written, and negotiation skills

Important Details

This is a full-time position. The ideal candidate will work out of our London office a minimum of 3 days per week to maximise collaboration and interaction with the business. Travel may be required.

Own is dedicated to creating an environment where employees thrive. It’s why we provide every employee with unlimited holiday, private health insurance, and a pension plan.

Creating an environment where employees thrive also means making sure every employee feels accepted. As we scale to help all types of companies protect precious data, our team must reflect the diversity we serve. Own is an equal opportunity employer and we believe that every employee in the company brings a unique perspective that they can and should contribute in order to make an impact every day. We strive to be one team and one culture that builds trust through transparency. We do not discriminate based on race, colour, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status or disability status.

Learn more at owndata.com.

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Last updated: 12 days ago

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