Sales Specialist - Microsoft

blueAPACHE is an Australian owned award-winning Managed Service Provider, recognised for the 7th year running as Mid-Market Partner of the Year at the ARN Innovation Awards.

We pride ourselves on being a genuinely great place to work, with a vibrant culture, clear vision and strong leadership. When joining blueAPACHE, you are joining an organisation driven by our core values and a commitment to employee and customer experience.

We are proud to be an equal opportunity employer and are committed to building a diverse and inclusive workplace where we embrace our individual talents and differences.

This is an exciting opportunity to join blueAPACHE as Sales Specialist, Microsoft. Microsoft sits at the centre of how we serve our customers across modern work, security, cloud, data and AI. You will own Microsoft sales outcomes, working with our account managers and business development teams to help customers turn Microsoft investment into measurable business results.

Goals:

The Sales Specialist, Microsoft carries a Microsoft revenue and pipeline target and is accountable for winning and retaining Microsoft business across new and existing customers. The role spans licensing, professional services and managed services across modern work, security, Azure, data and AI, including Copilot.

This is a quota-carrying specialist sales role. The specialist works alongside account managers as the Microsoft subject-matter seller in their accounts, and runs specialist-led pursuits where Microsoft is the primary motion. They are blueAPACHE’s day-to-day sales contact with Microsoft’s field, channel and distribution teams.

The Practice Lead, Microsoft owns practice strategy, the partnership, programs, pricing guardrails and the service portfolio. The Sales Specialist turns that into closed revenue: building pipeline, running co-sell, securing funding at deal level and feeding market insight back to the practice.

Essential

• Proven record of meeting or beating sales targets selling Microsoft solutions within an MSP, systems integrator or Microsoft partner.
• Strong working knowledge of Microsoft 365, security, Azure, and data and AI, including Copilot.
• Sound understanding of Microsoft licensing and commercial models, including CSP and the New Commerce Experience.
• Experience working with Microsoft field and partner teams, including co-sell through Partner Center.
• Working knowledge of Microsoft incentive and partner funding programs and how to build them into deals.
• Experience selling solutions that combine licensing, projects and managed services.
• Strong discovery, qualification and consultative selling skills, ideally using a recognised methodology.
• Ability to engage and influence customer executives and IT leaders.
• Disciplined pipeline management and forecasting in a CRM.
• Excellent written proposals, presentations and negotiation.

Highly Desirable

• Established relationships within Microsoft Australia and the Australian distribution ecosystem.
• Experience selling to Australian mid-market and enterprise organisations.
• Microsoft certifications, such as MS-900, SC-900, AZ-900 or AI-900, or the ability to gain them within six months.
• Experience selling AI, Copilot adoption or security uplift engagements.
• Experience working in an overlay or specialist role alongside account managers.
• Tertiary qualifications in business, commerce, technology or a related discipline.

Personal Attributes:

• Driven to win, with a strong sense of ownership of targets and outcomes.
• Commercially minded, focused on margin and long-term customer value, not just licence volume.
• Curious and consultative; leads with the customer’s business problem.
• Builds trust quickly with customers, Microsoft sellers and internal teams.
• Organised and disciplined in pipeline, forecasting and follow-through.
• Collaborative; shares credit with account managers and the wider team.
• Stays current in a fast-changing cloud and AI landscape.
• Demonstrates a genuine commitment to customer success and blueAPACHE’s values.

Key Accountabilities

Revenue and Pipeline Ownership:

• Achieve the agreed Microsoft sales target across licensing, professional services and managed services.
• Build and maintain a qualified pipeline that covers at least three times the forward target, with accurate stages, values and close dates in the CRM.
• Produce a reliable weekly and monthly Microsoft forecast.
• Prioritise opportunities that grow recurring revenue and attach blueAPACHE services to Microsoft licensing.
• Execute an annual Microsoft sales plan, aligned to the practice plan and Microsoft’s fiscal-year priorities (July June).

Opportunity Generation and Account Planning:

• Identify Microsoft opportunities in the existing customer base, including licensing renewals, New Commerce Experience transitions, security uplift, Azure migration and Copilot adoption.
• Work with account managers to build Microsoft plans for priority accounts, with named opportunities and timings.
• Run targeted campaigns and sales plays with Marketing and Microsoft to generate new-logo pipeline.
• Use licensing and renewal data to create a forward calendar of expansion and retention opportunities.

Specialist-Led Selling and Deal Execution:

• Lead discovery, qualification and solution positioning on Microsoft opportunities, from first meeting to close.
• Engage customer executives and IT leaders on business outcomes, not just products or licences.
• Bring in Pre-Sales and the Service Leads where technical design or strategic input is needed.
• Build proposals, commercial models and tender responses within approved pricing and margin guardrails.
• Negotiate and close, ensuring sold scope is deliverable and correctly handed over to Delivery.

Microsoft Field and Channel Engagement:

• Act as blueAPACHE’s day-to-day sales contact with Microsoft account executives, partner development managers, channel teams and distribution partners.
• Register and manage co-sell opportunities in Partner Center and progress joint pursuits with Microsoft sellers.
• Build relationships with Microsoft field teams that generate referrals and joint account plans.
• Represent blueAPACHE at Microsoft partner events and customer briefings as required.

Incentives and Funding at Deal Level:

• Identify eligible Microsoft incentives, partner funding and customer investment programs early in each pursuit.
• Build funding into proposals so customers see the full value and blueAPACHE improves deal economics.
• Supply the deal evidence and documentation the Practice Lead and Finance need for compliant claims.

Account Manager Enablement

• Coach account managers to spot and qualify Microsoft opportunities in their accounts.
• Deliver sale plays, battlecards and messaging to the sales team through regular sessions.
• Join account manager meetings to position Microsoft solutions and progress deals.

Market Insight and Continuous Improvement:

• Keep current on Microsoft products, licensing changes, promotions and competitor offers.
• Feed customer demand, pricing pressure and win/loss insight back to the Practice Lead to shape offerings.
• Maintain current Microsoft sales and technical certifications that support blueAPACHE’s partner designations.

blueAPACHE continues to grow alongside some of Australia’s leading midmarket businesses, our valued clients. We continue to stay abreast of current technologies to maintain our competitive advantage, offering the opportunity to continually expand your technical expertise and provide an uncompromising offering to our clients. We recognise our people are our most significant differentiator.

• An environment where you can make a real difference and develop your career within a supportive and rewarding team.
• Flexibility to work in a way aligned with our values of employee and customer experience, including a hybrid work-from-home model.
• Regular social events and the opportunity to work with experts in their field.
• Health insurance discount with Medibank. • Discounts on thousands of products.
• Employee Assistance Program through The Mind Room.
• Ongoing training and development, including paid certifications. blueAPACHE
• Quality hardware and laptop provided.
• Employee referral program.
• Amazing destinations for our annual blueSTAR experience.

Employment Conditions 

• The position may require travel to customer sites, blueAPACHE locations and Microsoft events or partner forums.
• Work outside standard hours may occasionally be required to meet Microsoft fiscal-year deadlines and customer commitments.
• Continued professional development and maintenance of current Microsoft product, licensing and sales certifications are expected.

*** Please note, all offers of employment at blueAPACHE are subject to National Police Checking Service.