Role Purpose
Delaware is searching for a senior Data & AI Sales Lead to shape, own and execute our Data & AI go to market strategy across the UK, working across both Microsoft centric ERP customers and SAP centric ERP customers.
This role will define how we land and expand Data, Analytics and AI engagements across enterprise data estates, often anchored in ERP platforms, translating these into insight led, AI enabled business outcomes.
You will operate as a trusted advisor to client executives, a GTM architect internally, and a frontline deal leader who can take opportunities from white space to qualified pipeline to closed revenue.
This is a commercially accountable role with a clear mandate to drive Data, AI and Azure led growth across the United Kingdom & Ireland.
Commercial Accountability
Success will be measured on:
- Data & AI revenue closed and influenced
- Growth in Microsoft Azure consumption
- Pipeline creation across existing and net new accounts
- Data & AI attachment to priority deals
- Adoption of Data & AI sales motions across the wider team
Key Responsibilities
1. Define & Own the Data & AI Sales Motion
- Design and evolve the Data & AI go to market strategy across Microsoft and SAP customer bases
- Align to Microsoft Fabric, Azure AI and Microsoft Copilot priorities
- Develop entry point offers that create pipeline and scale into programmes
2. Lead Strategic Sales Pursuits
- Own and close complex Data & AI opportunities
- Engage at CIO, CFO, CDO level
- Reframe deals to position Data & AI as central to outcomes
3. Land and Expand in Accounts
- Identify and create Data & AI opportunities across ERP estates
- Challenge account teams to ensure Data & AI is present in every qualified deal
- Expand from reporting into AI led transformation
4. Build Propositions
- Create repeatable offerings across data platform, analytics and AI
- Align propositions to ERP led environments and broader enterprise needs
5. Enable & Lead Internally
- Coach sales teams
- Support deal strategy
- Ensure opportunities without a Data & AI angle are challenged and improved
Required Experience
- 10+ years enterprise sales experience in Data, AI, cloud or digital
- Proven success closing complex, high value deals
- Experience selling Azure aligned solutions and consumption models
- Strong executive presence and commercial mindset
Desirable
- Experience across Microsoft and SAP environments
- Familiarity with Microsoft Fabric and Azure Data services
- Experience moving AI from PoC to production
Skills & Attributes
- Commercially driven and outcome focused
- Able to challenge and influence senior stakeholders
- Comfortable operating in a transforming organisation
- Strong collaboration and leadership style