M365 Sales Specialist

About the Role

This role reports to the EMEA lead of the [Employer hidden — view at passion-project.co.uk] Data Cloud M365 business and will partner closely with the Enterprise & Commercial Field sellers in across UK & Ireland to drive world-class sales experiences for customers. By partnering with the [Employer hidden] Field sellers and the [Employer hidden] Data Cloud M365 specialist, [Employer hidden] will deliver the best and most value-add sales experience for customers, helping them define the best data protection and resiliency plan possible. This role will also be deeply connected with Microsoft to leverage the [Employer hidden] + Microsoft partnership to drive co-sell.

This role is accountable to meet sales and growth goals for the M365 data protection business for UK & Ireland. The role is expected to be an expert in [Employer hidden]'s Data Cloud M365 products and augment Field pursuit teams to increase win rates, deal size and accelerate sales cycles. This role will carry a quota focused on [Employer hidden] Data Cloud M365 and be expected to drive sales cycles for opportunities above $100k ARR. This role will also be teamed with a solution engineer focused on the [Employer hidden] Data Cloud M365 business. The sales specialist will focus on winning the customer decision and proving value, and the specialist solution engineer will focus on winning the technical decision.

This role will be responsible for building and maintaining a plan to exceed plan, delivering a weekly deal-based forecasts, being an expert in compete plays in the M365 data protection space against [Employer hidden]’s top competitors and building great value-add and ROI scenarios for customers to win the customer decision. Deal commercial management will depend on if it is a multi-product opportunity where the [Employer hidden] TM will own the end-to-end business.

What You’ll Do

• Ensure sales fundamentals are met across the [Employer hidden] Data Cloud M365 business (e.g., pipe coverage, deal updates, etc.)
• Collaborate on a daily business with his/her territory’s AEs to ensure great account-level partnering
• Prepare and lead customer meetings on [Employer hidden] Data Cloud M365 to advance sales opportunities
• Develop and execute the [Employer hidden] Data Cloud M365 close plan to exceed historical close rates
• Coordinate the [Employer hidden] Data Cloud M365 solution engineer engagement with the
• Own the co-sell process with Microsoft in his/her territory and hit regional co-sell goals
• Provide weekly product-specific forecast updates for his/her territory
• Ensure top deals are on-track with the right Field + Specialist pursuit team engaged
• Identify repeatable sales tactics that increase win rates and help build a “win formula”

What You’ll Bring

• At least 10+ years in software sales, and proven capability to engage at the customer exec level, and at least 15+ years of total work experience
• Proven track record of hitting / exceeding sales goals
• Proven capability in Enterprise software sales, and ideally in the data protection, data management or M365
• Proven capability of working in a Specialist + Field sales model
• Proven capability of working in a partner-driven GTM
• Ability to work cross-functionally with Sales, Renewals and Field Marketing
• Strong team player / coach mentality – expect to be personally engaged in opportunities
• Excellent written and presentation skills for both external and internal audiences
• Be able to travel up to 50% of time

What You’ll Get

• 25 paid vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through [Employer hidden] Cares
• Private medical, dental, and vision insurance with dependent enrolment
• Life insurance with enhanced coverage and global 24/7 protection
• Income protection after 26 weeks, covering a portion of salary
• Defined contribution pension plan with employer match
• Worldwide travel insurance for business and leisure, with option to enroll dependents
• Employee Assistance Program with therapy, legal, and financial support, plus online GP services and wellbeing programs
• Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops and learning events like our annual Global Day of Learning