Crayon's business in the large / Midmarket segments that have been identified for Tele-Sales. This involves building customer relationships, growing the existing footprint, and selling customers O365, MOLP, and other run-rate products and engaging BDMs in selling Solutions like communication and messaging, collaboration, Virtualisation, O365, Azure, and SAM and deployment ISR: Inside Sales Representative Role: The primary function of the ISR (Inside Sales Representative) is to grow Crayon business in the Large / Midmarket segments that have been identified for Tele - Sales and building customer relationships, growing existing footprint and selling them the Crayon range of products and services. This role will target customers who are corporate, public, educational, or Government and will: Hunt for customers on Licensing Optimization Assess customer needs and problems on licensing Advise customers on-premise/cloud and licensing optimization Help the customers understand and better manage licensing Offer the customer with licensing procurement through crayon. The ISR does this by gathering 360 Customer insight understanding their business, IT adoption and growth plans and by building a trusted relationship with IT, and engaging the BDMs for depth to build relationships at senior levels incl. the CEO, CFO, CIO and other senior members of the customer Org. The ISR should have a good understanding of the Licencing. The ISR drives growth by Selling, O365, MOLP and other run rate products and engage BDMs on selling Solution like communication & messaging, collaborating, Virtualisation, O365, Azure and SAM & Deployment Services. Role Attributes: 1. Understand the Microsoft Licensing Model, MCP preferred 2. Knowledge of customers business environments and needs 3. Ability to have solid and meaningful business impact conversations. 4. Broad knowledge of the Microsoft Platform, and the ability to map the same to create a business impact to the customer. 5. Knowledge of other software publishers is always welcome as well. 6. Develops a plan to identify and qualify a set number of opportunities for product sales and solutions sales with customers 7. Provides analysis of overall customer IT plan and creates a plan to grow wallet share from high priority accounts 8. Execute marketing campaigns for the assigned territories 9. Order process BOM Preparation, Proposal Preparation, Managing Renewals and Anniversaries Qualifications: A BE/MBA or equivalent degree Candidates with relevant experience and an appetite to understand and learn SAM & Licensing for the Enterprise business will be considered. A certification for SAM/Licensing will be a plus. Experience and understanding of virtualization technologies and their licensing is also highly desirable. Experience & Requirements: Must have a good knowledge of Microsoft licensing. 3+ years of experience in Sales. Good understanding of Technology is required Sales & Negotiation experience is required. Experience in Consultative Selling is recommended. Extensive experience in working within teams is required. Experience in Sales process (CRM) is recommended. Candidates with additional training or education in Business, Sales or Marketing is preferable.

Business Development Manager Role: The primary function of the BDM (Business Development Manager) is to grow Crayon business and selling them the Crayon range of products and services. This role will target customers/Partners who are Large Corporates and will: Hunt for customers on License Optimization / Assess customer needs and problems on licensing Advise customers on premise / cloud and licensing optimization Help the customers understand and better manage licensing Will work with partner to build a motion of public & private cloud Able to build the GTM will partners for their offerings The BDM does this by gathering 360 Customer insight understanding their business, IT adoption and growth plans and by building a trusted relationship with Business Decision Makers, incl. the CEO, CFO, CIO and other senior members of the customer Org. The BDM should have good understanding of the Licencing and is supported by Cloud Presales and SAM specialist. The BDM drives growth by Selling License Agreements, Cloud products, Solution like communication & messaging, collaborating, Virtualization ( Redhat/Microsoft/VMware), Backup products ( Veeam/Acronics/Commvault/Double Take, etc..), O365, Azure and SAM & Deployment Services. Role Attributes: 1. Possess sound domain knowledge of AWS / MS Azure (PaaS SaaS and IaaS), Public/Private Secured Cloud 2. Preferable guys from LAR (Large account reseller), VAR (Value added resellers) or any Microsoft Partner or AWS partner community 3. Understand the Microsoft Licensing Model, MCP preferred 4. Focus on long-term sustainable Growth. 5. In-depth knowledge of customers business environments and needs 6. Ability to build long-term Relationships and have solid and meaningful business impact conversations. 7. Broad knowledge of the Microsoft Platform, and the ability to map the same to create a business impact to the customer. 8. Knowledge of other software publishers is always welcome as well. 9. Collaborates with customers and the extended teams (SAM, Licensing & Deployment) to generate a comprehensive Plan (including business, organization, infrastructure, and competition) and a growth plan for accounts 10. Collaborates with vendors and the extended teams (Microsoft, Adobe etc.) to generate a co-selling joint GTM Plan. 11. Develops a plan to identify and qualify a set number of opportunities for product sales and solutions sales with customers 12. Provides analysis of overall customer IT plan and creates a plan to grow wallet share from high priority accounts 13. Execute marketing campaigns for the assigned territories Qualifications: A BE/MBA or equivalent degree Candidates with relevant experience and an appetite to understand and learn SAM & Licensing for the Enterprise business will be considered. A certification for SAM/Licensing will be a plus. Experience and understanding of Virtualization technologies and their licensing is also highly desirable. Service Provider experience will be preferred Experience & Requirements: Must have a good knowledge of Microsoft licensing both on Premise and Cloud. Good connect with end customers and partner is essential Brief knowledge about Backup , Virtualization technologies, Cloud Environment Minimum 8+ years of experience in IT Software Sales. Experience in sell through model will be preferred Sales & Negotiation experience is required. Experience in Consultative Selling is recommended. Extensive experience in working within teams is required. Experience in Sales process (CRM) is recommended. Prefer a certification in sales, sales management, complex sales training, sales methodologies, broad evangelism through events (presentation skills), consultative selling. Candidates with additional training or education in Business, Sales or Marketing is preferable.

JD - FinOps Consultant FinOps Consultants primary role will be to help our clients understand their cloud consumption and drive continuous cost efficiencies. We are seeking an experienced consultant with in-depth knowledge and experience across public clouds (GCP, Azure and AWS) with an emphasis on billing analysis and cost management best practices. The consultant should be proficient in analysing data and communicating effectively. This job requires an understanding of technology stack, public cloud strategy and resources. The primary objective for this role is tracking consumption and costs and driving cost optimization. Key Responsibilities • Identify opportunities for savings, forecasting cloud costs, monitor cloud usage and identify anomalies in a timely manner. Work with clients to remediate issues and improve processes to prevent recurring issues. • Analyze, report, and produce relevant insights from cloud billing and usage. • Regularly conduct cadence with our clients: 1) Review monthly cloud spend and track upcoming renewals and purchase requests. 2) Present monthly cloud financial insights on consumption and savings. 3) Provide support for various requests such as billing and cloud cost inquiries. 4) Driving the adoption of cloud technologies by conducting workshops 5) Collaborate with clients to continuously identify cloud cost optimization opportunities and drive strategic cost-savings initiatives. 6) Staying updated on AWSs evolving service offerings, trends, pricing models, and driving the implementation of FinOps standard processes to enhance efficiency. 7) Create and maintain internal documentation on FinOps, cost optimization, and onboarding processes. 8) Setup frequent cadence across local and client teams (project managers, technical team, senior stakeholders etc.) to manage the expectations and customization requests. Required Skills • Bachelor’s degree in finance, data analytics, or related experience in cloud spend and business partnering would be an advantage. • 3+yrs of experience in Strong analytical, modeling and forecasting skills with meticulous attention to detail. • Exceptional communication skills and presentation skills. • Ability to interpret and present data in a visually compelling format to financial and non-financial audiences. • Demonstrated knowledge of public cloud provider billing methods and concepts. • Experience with Public cloud financial tools and cost management. • Knowledge of FinOps principles and standard methodologies. Desired Skills/Experience • FinOps certified practitioner • GCP, Azure or AWS certifications