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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in driving inside sales and business development initiatives, particularly in the North American market, with a strong focus on Microsoft Cloud, Azure, Data & AI, and Cybersecurity. Proven ability to develop go-to-market strategies, build qualified sales pipelines, and lead teams to achieve revenue objectives.
Highest-signal resume keywords
Inside Sales LeadershipBusiness Development StrategyEnterprise Account TargetingCRM ManagementConsultative Selling
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Pipeline DevelopmentGo-To-Market StrategyOpportunity ConversionDemand GenerationAccount Penetration Strategy
Soft Skills
Excellent CommunicationStakeholder ManagementTeam Leadership
Tools & Technologies
HubSpotSalesforceLinkedIn Sales NavigatorZoomInfo
Industry Keywords
Microsoft TechnologiesCloud ServicesDigital TransformationCybersecurityAI-Led Sales Enablement
Tech Stack
Tools & technologiesAzureCloudCyber Security
About the role
Key responsibilities & impact- Drive inside sales and business development initiatives across North America markets
- Develop territory plans, account penetration strategies, target account lists, and enterprise prospecting programs
- Identify new business opportunities across Microsoft Cloud, Azure, Fabric, Data & AI, Cybersecurity, and Digital Transformation services
- Build relationships with business leaders, technology executives, and C-level stakeholders
- Drive qualified pipeline creation, opportunity progression, account acquisition, and revenue contribution
- Develop and execute quarterly go-to-market strategies aligned with company offerings and revenue objectives
- Partner with Marketing on outbound campaigns, ABM, CBM, and demand-generation initiatives
- Develop value propositions, industry messaging, email sequences, call scripts, and multichannel prospecting plays
- Translate technical capabilities into business-focused messaging for enterprise buyers
- Lead, mentor, and coach SDRs, BDMs, and inside sales professionals
- Establish sales development processes, operating cadences, productivity benchmarks, and performance frameworks
- Build prospecting methodologies, qualification frameworks, objection-handling guides, and sales playbooks
- Train teams to engage enterprise buyers and position complex technology services through consultative selling
- Monitor team performance, identify execution gaps, and implement corrective action plans
- Develop co-sell strategies and campaigns around Azure, Microsoft 365, Data & AI, Security, and other Microsoft technologies
- Leverage partner relationships, customer transformation initiatives, and eligible funding programs
- Own pipeline reviews, opportunity inspections, forecasting, CRM hygiene, and sales performance reporting
- Establish KPIs for prospecting activity, qualified opportunities, pipeline value, stage progression, conversion rates, and revenue contribution
- Review campaign performance and lead-to-opportunity conversion
- Provide leadership with visibility into pipeline health, forecast accuracy, deal risks, and growth opportunities
- Drive accountability through weekly reviews, monthly performance assessments, and quarterly business reviews
- Collaborate with Marketing, Account Executives, Solution Architects, Delivery, and Customer Success teams
- Provide market feedback, buyer insights, competitive intelligence, and campaign performance inputs
- Ensure effective handoffs across demand generation, sales qualification, opportunity management, and account teams
- Contribute to scalable sales processes, enablement assets, and technology-driven sales operations
- Performance measured against pipeline generation, qualified opportunities, conversion rates, pipeline progression, forecast accuracy, new logo acquisition, revenue contribution, team productivity, campaign effectiveness, and stakeholder engagement
Requirements
What you’ll need- 8-15 years of experience in inside sales, business development, demand generation, enterprise sales, or technology services sales
- Proven experience leading inside sales or business development teams serving international markets, preferably North America
- Strong understanding of IT services and enterprise technology solutions, particularly Cloud, Azure, Data & AI, Cybersecurity, Microsoft technologies, or Digital Transformation
- Demonstrated success in building qualified sales pipelines, developing GTM strategies, and improving opportunity conversion
- Experience in ABM, outbound prospecting, enterprise account targeting, and consultative selling
- Experience working with CRM platforms and sales engagement tools, with strong forecasting and pipeline management capabilities
- Excellent communication, executive engagement, stakeholder management, and team leadership skills
- Experience with platforms such as HubSpot, Salesforce, LinkedIn Sales Navigator, ZoomInfo, or equivalent tools
- Exposure to AI-led sales enablement, sales automation, and data-driven demand generation
- Experience working with Microsoft or other major technology partner ecosystems