Account Executive – Microsoft Azure

About the Role

We are looking for a high-energy, consultative, and commercially driven Account Executive – Microsoft Azure to accelerate Comprinno's Azure business.

This is a new-business acquisition and revenue-growth role . The Account Executive will identify, develop, qualify, and close Azure-led opportunities across mid-market, digital-native, and enterprise customers. The role will work closely with Microsoft, Comprinno's Partnerships team, Presales, Cloud Engineering, Data & AI, Managed Services, Marketing, and executive leadership.

The ideal candidate should understand enterprise technology sales and be capable of engaging CIOs, CTOs, Engineering leaders, Infrastructure leaders, Data/AI leaders, and business stakeholders around transformation initiatives.

This is not a transactional cloud-reselling role. We are looking for someone capable of developing consultative, multi-service customer relationships .

Role Charter

The Account Executive owns:

Prospect → Discover → Qualify → Shape → Propose → Negotiate → Close → Handover

The primary objective is:

Acquire new Azure customers and maximize the strategic value of every new customer relationship.

The Account Executive owns the commercial opportunity and closure .

Presales and Engineering own deep technical solutioning .

Customer Success owns post-sale retention and expansion following successful handover.

Key Responsibilities

1. Azure Business Development

• •Build and execute a territory and account strategy for Comprinno's Azure business.
• •Identify new-logo opportunities across target customer segments.
• •Develop opportunities through:
• •Direct prospecting
• •Marketing-generated leads
• •Microsoft referrals and co-sell
• •Partner ecosystem
• •Events and industry networks
• •Existing executive relationships
• •Build a healthy pipeline capable of consistently achieving revenue targets.
• •Identify organizations undergoing cloud adoption, migration, modernization, Data/AI transformation, or infrastructure optimization.
• •Develop multi-threaded relationships within target accounts.

2. Consultative Enterprise Selling

Engage customers around business and technology outcomes rather than individual Azure services.

Understand:

• •Business objectives
• •Existing technology landscape
• •Cloud strategy
• •Application portfolio
• •Infrastructure challenges
• •Security requirements
• •Data & AI priorities
• •Cost challenges
• •Availability and resilience requirements
• •Modernization roadmap

Translate those conversations into qualified opportunities for Comprinno.

Build relationships with decision-makers and influencers across CIO, CTO, CISO, Engineering, Infrastructure, Cloud, Data/AI, Procurement, and Finance functions.

3. Azure Solution Sales

Develop opportunities across Comprinno's Azure portfolio, including:

• •Azure Cloud Migration
• •Application Modernization
• •Database Modernization
• •Cloud-Native Engineering
• •DevOps & Platform Engineering
• •Kubernetes & Containerization
• •Azure Managed Services
• •Cloud Security & Compliance
• •FinOps / Cost Optimization
• •Disaster Recovery & Business Continuity
• •Data Engineering & Analytics
• •AI / Generative AI
• •Agentic AI
• •Cloud Consulting & Assessments

The AE is not expected to be a Solution Architect , but must possess sufficient technical understanding to conduct credible discovery conversations and identify when specialist technical involvement is required.

4. Microsoft Co-Sell & Ecosystem Engagement

• •Build strong working relationships with relevant Microsoft field sellers, partner teams, solution specialists, and account teams.
• •Identify joint account opportunities and participate in account mapping.
• •Develop Microsoft-sourced and Microsoft-influenced pipeline.
• •Work closely with Comprinno's Strategic Partnerships & Ecosystem team on joint GTM initiatives.
• •Leverage appropriate Microsoft partner programs, marketplace opportunities, incentives, and funding mechanisms.
• •Participate in joint customer meetings, workshops, events, and campaigns.
• •Maintain disciplined follow-up on partner-generated opportunities.

The objective is to turn the Microsoft relationship into a repeatable customer-acquisition channel , not simply maintain partner engagement.

5. Opportunity Qualification

Apply disciplined qualification before significant technical and organizational resources are committed.

Establish:

• •Customer problem
• •Business impact
• •Technical need
• •Decision criteria
• •Budget/commercial viability
• •Decision-making stakeholders
• •Competition
• •Procurement process
• •Expected timeline
• •Next actions

Disqualify weak opportunities early and focus resources on opportunities with meaningful closure potential.

6. Opportunity Shaping & Solution Development

• •Bring Presales and Engineering teams into qualified opportunities at the appropriate stage.
• •Coordinate customer discovery workshops.
• •Ensure technical teams clearly understand customer objectives and commercial context.
• •Help shape solutions around business outcomes rather than technology alone.
• •Coordinate assessments, workshops, POCs, proposals, and solution presentations.
• •Ensure proposed solutions align with customer expectations, commercial realities, and Comprinno's delivery capabilities.

7. Commercial Ownership & Closure

Own the commercial lifecycle through closure.

• •Develop proposals and commercial strategy.
• •Coordinate pricing with internal stakeholders.
• •Lead commercial negotiations.
• •Navigate customer procurement processes.
• •Coordinate SOWs, contracts, NDAs, and commercial approvals.
• •Maintain momentum across complex buying cycles.
• •Identify and resolve barriers to closure.
• •Ensure opportunities have clear next actions and owners.

The AE remains accountable until the business is commercially closed , rather than treating proposal submission as the end of the sales process.

8. Pipeline & Forecast Management

• •Maintain accurate opportunity information in HubSpot.
• •Build sufficient pipeline coverage against quota.
• •Maintain realistic close dates and opportunity stages.
• •Conduct regular pipeline reviews.
• •Forecast revenue accurately.
• •Identify stalled opportunities and develop recovery strategies.
• •Maintain clear next steps for every active opportunity.
• •Ensure HubSpot remains the single source of truth for sales activity.

9. Land-and-Expand Strategy

The initial Azure engagement should be viewed as the beginning of a broader customer relationship.

Identify potential customer lifecycle paths such as:

Migration → Modernization → Managed Services → Security → Resilience → Data & AI

or

Data/AI → Cloud Modernization → Platform Engineering → Managed Services

The AE should establish the broader account potential during the acquisition process and capture it as part of the account strategy.

Following successful onboarding, expansion ownership transitions to the Customer Success organization.

10. Sales-to-Customer-Success Handover

• •Ensure structured handover after customer acquisition.
• •Transfer customer context, stakeholders, commitments, commercial terms, risks, and identified future opportunities.
• •Introduce the Account Manager – Customer Success as the long-term commercial relationship owner.
• •Remain engaged during the transition where executive or relationship continuity is required.

The objective is to create a seamless:

AE → Delivery → Customer Success

customer experience.

Required Qualifications & Skills

• •Bachelor's degree in Engineering, Technology, Business, Management, or related discipline.
• •5–8 years of B2B technology sales experience , preferably in Cloud, IT Services, Digital Transformation, SaaS, Infrastructure, Data, or Security.
• •Demonstrated experience acquiring new enterprise or mid-market customers.
• •Experience carrying and achieving revenue or bookings targets.
• •Experience managing complex B2B sales cycles involving multiple stakeholders.
• •Strong understanding of cloud computing and enterprise technology.
• •Working knowledge