Job Summary The Field Sales Manager will be responsible for acquiring new enterprise and SMC customers and growing existing accounts across Microsoft Modern Work, Security, Copilot, Azure and managed services.

The ideal candidate should have experience working for a Microsoft partner, licensing solution provider, cloud service provider, system integrator or managed service provider. The candidate must be comfortable engaging with CIOs, CISOs, CTOs, IT heads, procurement teams and business decision-makers.

Key Responsibilities

Business Development and Field Sales

- Identify and acquire new enterprise and SMC customers in the assigned territory.
- Build a strong pipeline through field meetings, referrals, partner relationships, events, campaigns and targeted account outreach.
- Conduct regular customer meetings and develop relationships with business and technology decision-makers.
- Understand the customer’s existing Microsoft environment, business priorities, security challenges and technology roadmap.
- Own the complete sales cycle, including prospecting, qualification, discovery, solution positioning, proposal submission, negotiation and closure.
- Maintain accurate opportunity, activity, forecast and account information in the CRM.
- Meet quarterly and annual revenue, gross-margin and new-customer acquisition targets.

Microsoft Licensing and Solution Sales
- Understand and position Microsoft licensing options across Enterprise and SMC customer segments.
- Recommend suitable Microsoft 365, Office 365 and security SKUs based on customer size, user personas, existing licenses and business requirements.
- Explain the differences between Microsoft 365 E3, E5, F-series, Business Basic, Business Standard and Business Premium.
- Identify upgrade, cross-sell, renewal and license-optimization opportunities.
- Position Microsoft products and solutions such as: Microsoft 365 and Office 365,Microsoft Teams and Teams Phone,Microsoft 365 Copilot and Copilot Studio,Microsoft Entra ID and Entra Suite,Microsoft Intune and Intune Suite, Microsoft Defender for Endpoint ,Microsoft Defender for Office 365 ,Microsoft Defender for Identity ,Microsoft Defender for Cloud Apps ,Microsoft Defender XDR ,Microsoft Sentinel ,Microsoft Defender for Cloud ,Microsoft Purview,Windows 365 and Azure Virtual Desktop ,Azure infrastructure and security services

Services and Managed-Security Sales
- Position implementation, migration, deployment,



adoption and managedsupport services along with Microsoft licenses.
- Identify opportunities for Microsoft 365 migration, Intune deployment, Defender implementation, Sentinel deployment, cloud-security assessments and Copilot adoption.
- Sell Skysecure’s 24x7 managed-security, SOC, MXDR and Microsoft managed-support offerings.
- Ensure that service opportunities are identified along with licensing opportunities rather than restricting the engagement to license resale.
- Work with presales and technical teams to create the appropriate solution, scope of work, bill of materials and commercial proposal.
- Coordinate demonstrations, workshops, assessments, proof of concepts and technical discovery sessions.

Microsoft and Partner Coordination
- Work closely with Microsoft account teams, partner development managers, distributors and licensing specialists.
- Understand Microsoft CSP, NCE, Enterprise Agreement and other relevant licensing and commercial models.
- Identify applicable Microsoft-funded workshops, assessments, proof-ofconcept programs and deployment accelerators.
- Conduct joint account planning and customer engagement with Microsoft teams wherever applicable.
- Maintain awareness of Microsoft product, licensing, incentive and program updates.

Account Management
- Build account plans for strategic customers and identify opportunities across departments and workloads.
- Track license renewal dates, product adoption and opportunities for upgrading or expanding the customer’s Microsoft environment.
- Conduct periodic business reviews with customers.
- Ensure proper transition from sales to presales, implementation, customer success and managed-services teams.
- Work with delivery teams to maintain customer satisfaction and identify further opportunities.

Required Experience

- 5–10 years of experience in enterprise field sales, cloud sales, Microsoft solution sales, cybersecurity sales or IT-services sales.
- At least 3 years of experience selling Microsoft licenses, cloud solutions, security products or Microsoft implementation services.
- Experience working with a Microsoft Solutions Partner, CSP,



licensing solution provider, system integrator or managed service provider.
- Demonstrated experience selling to enterprise and SMC customers.
- Proven ability to meet sales targets and close complex licensing and service opportunities.
- Experience managing customer relationships across IT, security, procurement and senior management.
- Strong understanding of Microsoft licensing, solution positioning and partnerled sales motions.
- Ability to conduct customer discovery and translate business or security requirements into solution opportunities.
- Experience preparing or coordinating BOMs, proposals, quotations and commercial responses.

Required Microsoft Knowledge The candidate should understand:

- Difference between Microsoft 365 and Office 365
- Enterprise, frontline and SMC licensing models
- Microsoft 365 E3 versus Microsoft 365 E5
- Microsoft Business Basic, Standard and Premium
- Standalone licenses, base suites and add-on SKUs
- User-based versus consumption-based licensing
- Microsoft CSP and New Commerce Experience
- Microsoft security and compliance portfolio
- Microsoft Copilot licensing and adoption considerations
- Licensing prerequisites and SKU dependencies
- Renewal, upsell, cross-sell and license-consolidation opportunities
- Competitive positioning against Google Workspace, AWS, CrowdStrike,SentinelOne, Proofpoint, Mimecast, Okta, Zscaler, Netskope, Palo Alto Networks, Splunk and other relevant vendors

Skills and Competencies

- Consultative and solution-oriented selling
- Strong field-sales and customer-facing capabilities
- Enterprise account mapping and relationship management
- Prospecting and new-logo acquisition
- Commercial negotiation and deal closure
- Pipeline management and sales forecasting
- Excellent communication and presentation skills
- Ability to explain technical solutions in simple business language
- Coordination with presales, technical, delivery and managed-services teams
- Ability to work independently and travel for customer meetings
- Solid ownership, follow-up and execution discipline

Educational Qualification

- Bachelor’s degree in Business Administration, Engineering, Information Technology, Computer Science or a related discipline.
- MBA or postgraduate qualification will be an advantage.
- Microsoft sales, licensing, cloud or security certifications will be preferred.

Benefits:
- Health insurance
- Provident Fund

Work Location: Remote

📌 Field Sales Manager (Mumbai)
🏢 Skysecure Technologies Private
📍 Mumbai