PCG DACH

• Relationship Management & Strategy: You are the main point of contact for the partner. You conduct Quarterly Business Reviews (QBRs), drive strategic milestones (e.g., Azure Expert MSP) and actively further develop the “PCG + Microsoft” narrative together with management. • Monetization & Marketplace: You steer the scaling of our marketplace business. As a funding driver, you ensure that every qualified enterprise deal (> €50k) is profitably supported through optimal use of funds (MDF, cash-back, POC funding). • Co‑Sell Orchestration: You act as the “resource guardian” and prioritize marketing and event activities based on strict ROI. You also organize mapping sessions between our internal areas and the Microsoft sales team. • Internal Enablement: You act as a multiplier and ambassador. Through sales masterclasses and regular updates you ensure our sales team knows and successfully leverages partner programs. • Governance: You are responsible for monitoring and managing all certifications critical to partner status (100% compliance).

• Relationship Management & Strategy: You are the partner-facing lead. You run Quarterly Business Reviews (QBRs), drive strategic milestones (e.g., Azure Expert MSP), and actively develop the "PCG + Microsoft" narrative together with management. • Monetization & Marketplace: You oversee the scaling of our marketplace business. As the funding driver, you ensure every qualified enterprise deal (> €50k) is profitably supported through optimal allocation of funds (MDF, cash-back, POC funding). • Co-Sell Orchestration: You act as the "resource guard" and prioritize marketing and event activities based on strict ROI. You also organize mapping sessions between our internal areas and the Microsoft sales team. • Internal Enablement: You serve as a multiplier and ambassador. Through sales masterclasses and regular updates, you ensure our sales organization knows partner programs and uses them successfully. • Governance: You are responsible for monitoring and managing all certifications critical to partner status (100% compliance).

• Trade shows & networking: Represent our company confidently at trade shows, events and conferences, proactively engage with potential customers and establish valuable on-site contacts. • Prospecting & lead qualification: Independently identify decision-makers in the B2B environment via channels such as LinkedIn, Xing, email, or phone, and qualify their needs for our innovative cloud and IT solutions. • CRM maintenance & data quality: Take responsibility for complete and structured documentation of all your interactions and the professional upkeep of our CRM system to ensure smooth handovers to the sales team. • Campaign support: Execute outreach strategies in close collaboration with marketing and follow up leads from marketing campaigns or webinars in a targeted and professional manner.

• Strategische Account-Planung & Neukundengewinnung: Du identifizierst und qualifizierst strategische Enterprise-Accounts, entwickelst innovative Go-to-Market-Strategien zur Neukundengewinnung und überzeugst Entscheider:innen auf C-Level von unseren maßgeschneiderten Cloud-Lösungen. • High-End Deal-Closure: Du verantwortest den gesamten Sales-Zyklus, steuerst komplexe Ausschreibungen und verhandelst Verträge auf C-Level-Ebene mit dem Ziel, Professional Services Deals erfolgreich abzuschließen. • Trusted Advisor: Du pflegst und entwickelst langfristige, strategische Beziehungen zu Key Accounts, erkennst Cross- und Upselling-Potenziale und positionierst PCG als den führenden Partner für Cloud-Transformationen. • Netzwerk aktivieren: Du nutzt deine Kontakte im Hyperscaler-Umfeld, baust deine Beziehungen weiter aus und bist für wichtige Kundentermine, Messen und exklusive Networking-Events regelmäßig vor Ort im Einsatz. • Deal-Enablement: Du orchestrierst die Sales-Journey, indem Du eng mit den Delivery-Teams zusammenarbeitest, um technisch fundierte und kundenindividuelle Lösungen zu pitchen und dabei über den Tellerrand schaust. • Performance & Reporting: Du nutzt unser CRM-System (Hubspot) strategisch zur Pipeline-Steuerung, erstellst präzise Forecasts und reportest Deinen Sales-Erfolg direkt an das Management.

• Strategische Account-Planung & Neukundengewinnung: Du identifizierst und qualifizierst strategische Enterprise-Accounts, entwickelst innovative Go-to-Market-Strategien zur Neukundengewinnung und überzeugst Entscheider:innen auf C-Level von unseren maßgeschneiderten Cloud-Lösungen. • High-End Deal-Closure: Du verantwortest den gesamten Sales-Zyklus, steuerst komplexe Ausschreibungen und verhandelst Verträge auf C-Level-Ebene mit dem Ziel, Professional Services Deals erfolgreich abzuschließen. • Trusted Advisor: Du pflegst und entwickelst langfristige, strategische Beziehungen zu Key Accounts, erkennst Cross- und Upselling-Potenziale und positionierst PCG als den führenden Partner für Cloud-Transformationen. • Netzwerk aktivieren: Du nutzt deine Kontakte im Hyperscaler-Umfeld, baust deine Beziehungen weiter aus und bist für wichtige Kundentermine, Messen und exklusive Networking-Events regelmäßig vor Ort im Einsatz. • Deal-Enablement: Du orchestrierst die Sales-Journey, indem Du eng mit den Delivery-Teams zusammenarbeitest, um technisch fundierte und kundenindividuelle Lösungen zu pitchen und dabei über den Tellerrand schaust. • Performance & Reporting: Du nutzt unser CRM-System (Hubspot) strategisch zur Pipeline-Steuerung, erstellst präzise Forecasts und reportest Deinen Sales-Erfolg direkt an das Management.

• Pipeline development & lead activation: You independently drive the entire sales cycle forward. This is based on data-driven CRM analyses to selectively activate existing warm leads from the PCG ecosystem (no hard cold calling). • Sales of our Data & AI portfolio: You strategically accompany customers in their transformation. You sell our enabling workshops for use-case identification, the construction of modular architecture foundations (AI Foundation including data management, security and FinOps), as well as pre-built lighthouse use cases. • Maturity assessments & value selling: You analyze the customer’s current state using structured maturity assessments to design sustainable solutions, managed services, and appropriate change & adoption concepts. • Deal optimization & partner management: We advise agnostically. You use your sense for cloud subsidies, incentives and the programs of the major hyperscalers to optimally structure deals commercially. • GTM strategy: You contribute your market insights directly and actively participate in the further development of our go-to-market strategy.

• Team-Leadership & Weiterentwicklung: Du übernimmst die disziplinarische und fachliche Führung sowie das Mentoring eines agilen Azure-Squads von 5–8 Mitarbeitenden und förderst deren individuelle Weiterentwicklung. • Ressourcenmanagement & Forecasts: Du verantwortest die strategische Ressourcen- und Kapazitätsplanung sowie die Auslastungssteuerung innerhalb deines Squads, um eine exzellente Projekt-Delivery sicherzustellen. • End-to-End Projektsteuerung: Du leitest anspruchsvolle Azure-Cloud-Projekte hinsichtlich Zeit, Budget und Qualität und agierst als souveräne Schnittstelle zwischen Kunden, Management und Technical Teams. • Active Consulting & Architektur: Du bist nicht nur für die Verwaltung zuständig – du übernimmst aktiv die Beratung und Architektur in unseren Projekten, verstehst moderne Cloud-Architekturen und bringst technische sowie fachliche Anforderungen zusammen. • Presales & Stakeholder-Management: Du unterstützt aktiv bei Presales-Aktivitäten sowie der Projektanbahnung und moderierst Workshops sowie Management-Meetings zielsicher.

• Lead activation & outreach: Our primary focus in day-to-day activities is on telephone outreach. You will target companies already recorded in our CRM system and will also use email and LinkedIn in parallel to reach decision-makers effectively. Your goal is initial qualification and scheduling appointments for our Account Executives. • CRM & data maintenance: You will keep our database in HubSpot clean, structure leads and ensure the sales pipeline is accurately documented. • Conceptual contribution: You will primarily support the sales team in operational day-to-day lead generation. You will be closely involved in our processes and provide direct, practical feedback to help us continuously improve our call scripts. • Sales sparring & training: You will regularly participate in internal sales trainings and coaching, exchange ideas with the team and continuously develop your communication skills. After onboarding, you will work independently in a remote setup.

• Verantwortung für das Projekt und Service Management über den gesamten Kunden Lifecycle hinweg. • Zentrale Schnittstellenfunktion und Koordination komplexer Anforderungen zwischen Kunden, Sales, internen Tech Teams sowie externen Partnern. • Durchführung regelmäßiger Service Reviews inklusive der Überwachung von SLAs und Kennzahlen. • Kontinuierliche Weiterentwicklung von Support Strukturen, Service Prozessen und Managed Services Verträgen. • Proaktive Beratung der Kunden hinsichtlich Best Practices sowie strategische Platzierung von neuen Workspace Themen. • Aktive Erforschung neuer Trends im Cloud Umfeld und kontinuierlicher Wissensaustausch im Team.

• Pipeline development & lead activation: You own and drive the entire sales cycle independently. This is based on data-driven CRM analyses to selectively activate existing, warm leads from the PCG ecosystem (no hard cold calling). • Sales of our Data & AI portfolio: You strategically support customers in their transformation. You sell our enabling workshops for use-case identification, the construction of modular architectural foundations (AI Foundation including data management, security and FinOps), as well as prebuilt lighthouse use cases. • Maturity assessments & value selling: You analyze the customer’s current situation using structured maturity assessments in order to design sustainable solutions, managed services and appropriate change & adoption concepts. • Deal optimization & partner management: We provide agnostic advice. You leverage your sense for cloud subsidies, incentives and the programs of the major hyperscalers to structure deals optimally from a commercial perspective. • Go-to-market strategy: You bring your market insights directly into the team and actively contribute to the further development of our go-to-market strategy.