Azure Partner Sales Specialist

Founded in 1978, Dicker Data is Australia’s leading locally owned and operated distributor of ICT hardware, software, cloud and IoT solutions for over 10,000 reseller partners across Australia and NZ.

An ASX listed (ASX: DDR) company, we are recognised in the industry for our award-winning record of gender equality, diversity and inclusion and we pride ourselves on building sustainable business practices. We understand the importance of hiring the right people to build successful teams, and of supporting our people to reach their full potential in every aspect of work and life.

Our Vision 

To inspire, educate and enable Australian technology resellers to achieve their full potential through the delivery of unparalleled service, technology and logistics.

Our Values

At Dicker Data, we pride ourselves on our family centric culture. Our people band together for a common goal, willing to lend a helping hand and often going above and beyond to support their colleagues. The values that underpin our company culture are the drivers of our ongoing success:

• Agile
• Solution focused
• Respect for all people
• Integrity in the way we operate

What you will do in the role

Working across Australia, the Azure Sales Specialist will maximise partner net new opportunity and revenue generation by representing Dicker Data & Microsoft in all activities associated with partner recruitment, partner business development, partner sales and partner support with the primary responsibility to help grow consumption revenue. The individual will support both existing partners to drive growth revenue as well as recruit, manage and develop a set of high-potential partners to drive new business and commitment to the Azure platform.

Responsibilities

• Drive Net New ACR: Proactively identify and pursue opportunities to generate net new Azure Consumed Revenue by acquiring new customers and expanding Azure usage within newly onboarded partners.
• Customer Acquisition: Lead initiatives to recruit new customers and partners, focusing on building a robust pipeline of net new Azure business.
• Partner Development: Develop and strengthen relationships with new and existing partners to drive commitment to Azure and accelerate customer acquisition.
• Territory Management: Manage all activities related to partner and customer recruitment, opportunity identification, business development, and forecasting, with a strong emphasis on net new business.
• Strategic Planning: Define and execute strategies to onboard new customers and partners, expand Azure footprints, and explore new workloads within targeted accounts.
• Sales Execution: Achieve assigned targets for net new ACR, customer adds, and Azure usage/consumption across the region.
• Pipeline Management: Conduct regular reviews of pipeline health, focusing on net new opportunities and customer acquisition metrics.
• Enablement & Influence: Enable partners to drive joint business for Dicker Data and Microsoft, with a focus on acquiring new customers and expanding Azure consumption.
• Domain Expertise: Maintain up-to-date knowledge of Microsoft solutions to support meaningful conversations with prospects and drive new business.
• Maintain a high level of relevant domain knowledge around Microsoft solutions eg M365 & D365) in order to have meaningful conversations with prospects.

What you will need to succeed in the role

Skills and Competencies

• Strong customer and partner-centric mindset with excellent relationship management skills
• Strategic thinking with the ability to drive alignment between technical initiatives and business outcomes
• Excellent organizational and project management capabilities, with a focus on delivering results
• Strong business acumen with a keen focus on profitability, growth, and achieving KPIs

Requirements

• Bachelor’s degree or equivalent experience
• 8-10+ years prior territory sales or channel sales experience in a high tech field in a direct or indirect sales environment with a demonstrated track record of success in channel sales as well as driving customer and partner adoption of technology.
• Minimum of 5 years+ of selling Microsoft solutions
• Have a desire, a passion to bring new customers & partners to build a Microsoft practice
• Highly driven individual with execution focus and a strong sense of urgency, resilience and willingness to go the extra mile with a strong work ethic, self-motivation and resourcefulness
• High level of confidence in communicating with stakeholders at all levels
• Minimum of AZ900 certification

Our Benefits

• A highly competitive salary package depending upon experience
• Hybrid and sustainable working environment
• Staff only on-site gym & weekly corporate fitness classes
• A selection of freshly prepared lunch options provided daily
• Free on-site parking and electric parking stations
• A relaxed, modern office setting with smart casual dress
• Access to discounted banking, superannuation, and health and wellbeing offers via our corporate partners
• Company paid parental leave scheme
• Employee Assistance Program
• On site school holiday program for children of Dicker Data staff

Only those with the legal right to work in Australia may apply for this position.
Only short-listed candidates will be contacted.