|Job Type:||Full Time|
What Joining the Microsoft Team Means:
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?
By applying to this role, you will be considered for multiple opportunities within Microsoft.
The Impact You’ll be Making:
As a Specialist, you will be a sales leader within our enterprise sales organization working with our most important customers. You will lead a virtual team of technical, partner and consulting resources to advance the sales process to achieve/exceed quarterly sales usage/consumption targets for related workloads in your assigned accounts. You will be the subject matter expert of your aligned Microsoft products and/or solutions. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to digital transformation, modernization, and recommend solutions that meet their requirements. You will remove roadblocks to deployment and drive customer satisfaction.
Through time spent with customers, you will identify and surface new engagements that align with the customer’s business strategy. You will work with partners and others at Microsoft, as well as use our core tools and targeted account lists to identify and engage prioritized customers. You will be required to be disciplined in business-management, adaptable to a culture of accountability and build a strong and active business network.
You will be the key technical leader, trusted advisor and influencer in shaping customer decisions to buy and adopt the Microsoft solutions you are aligned to. You will win the customers’ technical decision for sales opportunities and usage scenarios through tailored messaging, engaging with them to show our technology differentiation, and guiding them in decision making. You will lead presentations and solution demonstrations to explain and prove to our largest customers the capabilities of your aligned Microsoft solutions, and how we can make their businesses more successful.
You will influence the Microsoft go-to-market strategies by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers. You will be recognized for sharing, learning and driving work that results in business impact for customers, partners and Microsoft. We encourage thought leadership and we encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness.
As our Specialists are considered as subject matter experts in their aligned Microsoft product solutions, below are the respective domains that constitute different types of Specialist roles:
- Azure Application Development (AppDev)
- Azure Data & AI
- Azure Infrastructure
- Azure SAP
- Business Applications (Dynamics)
- Modern Workplace (M365)
Who we are looking for:
Experience. 3+ years of selling to or consulting with enterprise customers, or driving digital transformation from within an enterprise company.
Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, and deal negotiation
Executive Presence. Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
Problem Solver. Ability to work in fast-changing environment and manage ambiguity, while solving customer problems through cloud technologies
Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
Competitive Knowledge. Ability to position long term strategic solutions vs. the competition
Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development of potential
Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs preferred
Technical (per domain area):
Azure App Dev:
Technical passion. Passion for and experience with cloud and hybrid infrastructures, architecture designs and technology management.
Preferred experience with one or more of the following:
- Scalable architectures using Azure App Service, API management, serverless technologies, container orchestration (e.g. AKS, Kubernetes, Red Hat OpenShift, Pivotal Cloud Foundry etc.), microservice frameworks etc.
- Software development practices like DevOps and CI/CD tool chains (i.e. Jenkins, Spinnaker, Azure DevOps, GitHub). preferred
Azure Data & AI:
Azure Platform. Understanding of Microsoft server products and/or complementing solutions. Ability to articulate and demonstrate the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors
Leadership. Experience leading large cloud deals especially those involving Data Platform modernization and migration, AI and related preferred
Certifications. Azure Data Engineer or Azure AI Engineer
Azure Platform. Understanding of Microsoft Azure Cloud platform with emphasis on Azure Infrastructure solutions including IaaS and PaaS based environments, and Azure based application management and governance
Technical Dialog. Lead technical sessions making use of whiteboards or other resources to drive solution discussions leveraging published solution architectures for common infrastructure implementations
Technical Demonstration. Ability to demonstrate Azure solutions leveraging pre-packaged Azure demo environments and live demos from the Azure Resource Manager showcasing relevant Azure infrastructure solutions
Technical Frameworks. Ability to leverage technical frameworks such as the Cloud Adoption Framework for Azure to guide customers and partners through the cloud adoption journey preferred
Leadership. Experience leading large cloud engagements, especially those involving Infrastructure migration and application modernization projects preferred
Certifications. Azure Admin Associate or Architect
Azure Platform. Understanding of Microsoft server products and/or complementing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors preferred
SAP. Ability to deliver quick POC/landscape sizing and demos using SAP Netweaver platform. Installation of SAP systems based on SAP NetWeaver for all supported database and operating system combinations. Installation, integration and configuration of SAP HANA, S/4 HANA, SAP Business Suite and SAP BW
Leadership. Experience leading large cloud engagements, especially those involving Infrastructure modernization and migration preferred
Certifications. Azure Admin Associate or Architect
Business Application Sales Experience. Experience selling software-as-a-service or cloud-based CRM and ERP, or similar business applications. Ability to translate solutions into business impact
Microsoft Knowledge. Working knowledge of Microsoft’s commercial cloud offerings – including Microsoft Office 365, Microsoft Azure preferred
Modern Workplace Knowledge Experience selling or hunting for Modern Workplace related opportunities (i.e. security, compliance, teamwork, analytics) by identifying and engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of M365 platform
Technical breadth. Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.
Bachelor’s degree or equivalent experience; MBA preferred
Azure Certifications and/or business value selling certifications preferred
Travel is an integral part of this position. You will be required to travel as is determined by the needs of our customers. This position may require travel to customer sites up to 50% of the time. Overnight travel may also be required.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.