Director of Sales Enablement (EST | Remote | Work From Home)

Job Location CA-ON-Toronto
Posted Date (MM/DD/YYYY) 4 weeks ago(1/25/2018 4:23 PM)
Requirement Number
Job Type
Full Time
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Job Description

Director of Sales Enablement, Microsoft


Why Pythian?


Founded in 1997, Pythian is a global IT services company that helps businesses adopt disruptive technologies to advance innovation and increase agility. Our consulting, implementation and managed services solutions help businesses realize value from their data assets, accelerate software delivery, and enjoy more reliable, scalable IT systems.


Why This Is A Great Opportunity:

  • Pythian continues to grow over 30% year over year
  • Unique service offering with clear competitive advantages
  • Growing, profitable company with opportunities for career advancement
  • Management appreciates and recognizes sales team members’ accomplishments
  • Excellent, experienced sales support staff
  • Leading edge sales support and automation will give you the tools you need to succeed
  • You will represent a leading edge company and a respected brand in data management
  • 20-year history with many brand-name clients

Job Summary:

The Director of Sales Enablement for Microsoft (Azure focus) will be responsible for acting as a liaison between the Pythian sales team members who are individual contributors and Microsoft Sales and Sales Engineering.  This role will be a quota-carrying role as a Pythian sales team overlay position.  The main responsibility of the role will be to build a sales pipeline of MS (Azure) opportunities and help to bring these individual deals to a successful close. The role will sit within the Pythian Sales Department, reporting to VP of Global Sales.



  • Opportunity Creation and Participation
    • Build relationships with MS Sales team members
    • “Live” within the MS ecosystem
    • Help both MS and Pythian sales teams identify potential opportunities where Pythian’s services can help to enable applications on/to the Azure platform or to make better use of MS SQL Server 
    • Remain involved in full sales life cycle “cradle to grave”
    • Present Pythian services to mutual MS/Pythian clients
    • Aide Pythian sales during sales cycle
    • Build relationships with key stakeholders among MS/Pythian clients/prospects
    • Identify instances where Pythian and/or MS services will contribute to client/prospect’s strategic business and technical initiatives
    • Participate in building SOWs, ROMs, and mapping any multi-phase approaches
    • After any sale, maintain involvement in connecting the completed work to the outcome, in order to best position Pythian/MS for the next phase of work, as applicable
  • Microsoft and Azure
    • Become expert in all elements of MS and MS Azure, as they relate to Pythian’s services
    • Understand the MS Azure road map
    • Become expert in being able to apply MS services to client/prospect strategic initiatives
    • Evangelize MS Azure services on behalf of Pythian Sales and Pythian services/capabilities on behalf of MS Sales
  • Pythian
    • Become expert in all of Pythian’s services to help identify any cross-sell opportunities that may not be related to MS
    • Help develop and support strategic activities and initiatives with Pythian Business Development in order to increase Pythian’s stance within MS and its target market
    • Understand Pythian’s positioning and services road map


  • 8+ years experience in selling IT services, ideally cloud and/or Big Data specific
  • Ability to manage influence through persuasion, negotiation, and consensus building
  • Successful history of meeting and exceeding sales quota in an IT selling environment
  • Ideally combined background of post-sale and sales experience
  • Deep understanding of value drivers in recurring revenue business models
  • Understanding of the growing purpose and role of various public cloud platforms (Azure, AWS and GCP)
  • Understanding of the Hadoop ecosystem, ideally selling related services
  • Demonstrated desire for continuous learning and improvement
  • Deep understanding of current trends in software and cloud deployment options
  • Enthusiastic and creative leader with the ability to inspire others
  • Excellent communication and presentation skills
  • Proficient in use of Salesforce, and its importance
  • Relevant Bachelor’s degree


An equivalent combination of education and experience, which results in demonstrated ability to apply skills will also be considered. Pythian is an equal opportunity employer. All applicants will need to fulfill the requirements necessary to obtain a background check.


Pythian welcomes and encourages applications from people with disabilities.  Accommodations are available on request for candidates taking part in all aspects of the selection process.



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