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Azure Go to Market Specialist - United States



United States
Posted on Thursday, February 8, 2024

About the Company

Qumulo is the leading file data platform, providing unrivaled freedom, control, and real-time visibility for file data at petabyte scale. Fortune 500 companies, major film studios, and the largest research facilities in the world trust Qumulo to help them innovate with their mission-critical digital files. The Qumulo experience makes file data management simple with continuous new features and a single, easy to use solution in a customer’s data center or in the public cloud.

Qumulo has a collaborative culture with a strong focus on delivering value to our customers. We are looking for people with a diverse set of experiences to help us fulfill our vision.

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About the Position

Responsible for driving regional sales for the Azure Native Qumulo product and composing the Qumulo file storage offering with Microsoft-led sales motions, as well as supporting the broader field team as required. Interface with customers at the executive and business decision maker levels, lead sales initiatives, nurture customer relationships, and collaborate with counterparts in the Microsoft account, specialists, and customer success units. This role will own a regional cloud revenue target


  • Cultivate relationships with key clients, establish meetings with cloud-focused developers, architects, and technologists including client technology leaders. Analyze client technology requirements and become a trusted advisor as clients explore new projects, initiatives, and hybrid cloud & on-premises workload needs. Project manage deal flow, negotiations, and presentations as needed. Build pipeline and meet or exceed sales quotas / targets.
  • Foster co-sell motion with Microsoft account team, Azure specialists, and Azure customer success sellers as well as Microsoft field leadership. Host training sessions and attend technical meetups support the prioritization of file-based workloads in client digital transformation opportunities using effective community building and influencing strategy.
  • Identify market trends, customer needs, and competitive positioning to refine sales strategies collaboratively with the Qumulo Cloud Business Development and GTM community. Collaborate with cross-functional teams (product, marketing, finance) to align sales efforts with overall business goals.
  • Establish and maintain strong relationships with existing and potential clients, understanding their needs and aligning solutions to address them. Collaborate with other Qumulo sales and customer success teams to ensure client satisfaction and retention.
  • Monitor regional sales performance metrics, provide analysis, and collaborate with Cloud Business Development and GTM leadership on reporting for senior leadership. Identify areas for improvement and make data-driven recommendations to optimize sales processes.
  • Collaborate with cloud partners, resellers, and alliances to drive joint sales efforts and expand market reach in the region.
  • Participates with other members of the Cloud team to establish strategic plans and objectives. Actively executes sales plays and client development activities.
  • Regularly interacts with executives and/or major customers. Interactions frequently involve special skills, such as negotiating with customers or management or attempting to influence senior level leaders regarding matters of significance to the organization.
  • Performs other related duties as assigned

Minimum Role Requirements

  • Requires a minimum of 12 years of related experience with a Bachelor’s degree; or equivalent experience in cloud migration or transforming legacy customer solutions to the cloud. Experience as an Azure Infrastructure Specialist, Azure Specialist Leader, or Cloud Solution Architect preferred. AZ-900 preferred.
  • History of successful cloud sales, consultative engagements, and/or architecture engagements with large-scale customers or enterprises.
  • Strong knowledge of Azure field sales community in the USA or EMEA (as applicable).
  • Excellent communication and interpersonal skills with a high level of comfort communicating effectively across internal and external organizations.
  • Problem-solving aptitude and the ability to lead teams through sales challenges
  • Detail oriented and thorough with CRM inputs.

Key Benefits

The annual pay range for the role is USD $224 - $310,000. This role has the opportunity to earn variable incentive compensation depending on the terms of the applicable plan.

Individual pay depends on various factors, such as role level, relevant experience and skills, and location. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time. U.S. based employees have access to healthcare benefits, short-term and long-term disability coverage, basic life insurance, wellbeing benefits, flexible time off, and paid holidays, among others.

Other Details

Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, gender, religion, sex, sexual orientation, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.

*Please note that employment at Qumulo is contingent upon completion of a satisfactory background check.

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