TierPoint is looking for a motivated Public Cloud Sales Specialist to join TierPoint's Cloud Practice. The TierPoint Cloud Practice enables customers' digital transformation journeys with best practices, innovation and, technical leadership for adoption of TierPoint Cloud services. You will work as a member of the TierPoint Sales team to consult with customer and outline solutions that solve the customer's business and IT challenges. The position is a remote position, and you will work with Sales teams in all of TierPoint's markets. In addition, you will serve a critical role in the pre-sales organization and will be a senior level position that supports our direct and channel initiatives.
Working with various stakeholder groups across the Company, including Sales, Marketing and Professional Services, the Public Cloud Solutions Specialist must be able to manage various projects simultaneously. The managed hyperscale team will work in an incubator-like environment within the larger TierPoint organization, and the Public Cloud Solutions Specialist should have an entrepreneurial spirit, ready to grow the managed hyperscale offering as if they were working at a startup.
Responsibilities
Responsible for Account retention and penetrating multiple lines of cloud business in existing accounts by supporting the Account Executive with their customers Cloud opportunities
Drive the sales process of the solution, including qualifying the opportunity, forecasting, decision making criteria, and assisting the Account Executive in closing
Learn and understand company service offerings in all cloud service areas by self-study, acquiring certifications, partner training and company sponsored training
Ensure that company recommended enterprise solutions are comprehensive, achieve customer expectations and meet customer business needs and planning.
Consultative approach with customers and owns the technical side of customer relationships.
Develop relationships Account and Channel Teams, and the appropriate customer technical personnel to establish market credibility and ensure the sales team understands the customer's on-going enterprise needs
Educate and develop sales teams on network selling by formal and informal training
Stay current on new technology, trends, and market behavior by self-study, company training, acquiring certifications and partner training
Obtain technical certifications as needed for specific projects as dictated by management
Essential Functions
Customer service focused and portrays energy, professionalism, and welcoming characteristics
Partner with Solutions and Consulting Architects to develop comprehensive Cloud solutions
Ability to use critical and creative thinking to provide customer solutions
Ability to meet deadlines and handle sensitive and pressured situations
Conduct client discover meetings to identify, understand, and define customer needs, objectives, and business requirements to design a solution that can best address the prospects' requirements.
Preparing RFP responses and creating demonstration scenarios to address the business requirements outlined in the RFP or desired demonstration script provided by the prospect.
Developing standard presentation materials and demonstration scenarios for sales presentations.
Contributing to pipeline and revenue generation through participation and coordination of demand generation activities, including customer workshops, webinars, tradeshows, and company events.
Ability to identify issues and help develop strategy and tactical plans for various department initiatives
Ability to use good judgment and decision-making skills
Qualifications
Ability to identify customer Cloud challenges to determine potential Cloud solutions
Ability to speak to the different Cloud frameworks such as CSA, Microsoft Azure Reference Architecture, AWS, AWS architecture best practices
Outstanding written and verbal communication
Excellent negotiation skills
Excellent presentation skills
Self-motivated with ability to work with limited direction and oversight
Willing to work independently
Ability to understand complex technical and selling situations and the ability to solve the problem or solicit the required resources
Receptive listening skills, with ability to present ideas in a clear, concise fashion to technical and non-technical audiences
Ability to work effectively within all levels of an organization, both internally and externally
Ability to work both individually and in a team environment
Ability to obtain technical certifications
Ability to self-study and engage in independent work to increase job related knowledge and skills
Preferred Experience
Minimum of 2 years in a Microsoft Azure or Amazon AWS pre-sales role
Minimum 5 years of presales experience with most of the time spent in IT and/or IT consulting experience in Cloud, Managed Services, and Business Continuity
