Microsoft Cloud Sales Pipeline Management
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 Ubuntu Technologies' Microsoft Cloud Division priorities.
Build a balanced pipeline of licensing, project, advisory, assessment and recurring managed services opportunities.
Business Development and Customer Acquisition
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.
Position Ubuntu Technologies as a partner that can complement existing customer investments and bring specialist
Microsoft Cloud value.
Consultative Customer Discovery
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.
Microsoft Solution Opportunity Development
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.
Proposal, Presentation and Business Case Development
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.
Collaboration with Technical, Delivery and Partner Teams
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.
Licensing, CSP and Commercial Optimisation
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.
Recurring Revenue and Customer Success
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
Sales Governance and Reporting
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.