Solution Area Specialists -Azure Infrastructure

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Join our team of experienced Sales Specialists to help our most important customers achieve digital transformation with Azure cloud services. Our ambition is to truly partner up with our customers and aim for the long-term gains, always finding ways for our customers to achieve more using the possibilities of technology.

As an Azure Infrastructure Sales Specialist, you work as a trusted advisor, equipped with both business and technical expertise, with our most important customers. You will orchestrate and lead a virtual team of technical, partner and consulting resources to advance the sales process and achieve/exceed solution sales and consumption targets for related workloads in your assigned accounts. You possess both a high emotional intelligence with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion for learning how Azure cloud services can deliver digital transformation. You will develop and maintain an Azure Infrastructure expertise, able to identify projects, build a compelling business case, and drive the consumption project to production. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the C-suite level with technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to application and data migration and modernization, and recommend solutions that meet their requirements.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

12+ years technology-related sales or account management experience

o OR Bachelor's Degree in Computer Science, Information Technology, Business Administration or related field AND 10+ years technology-related sales or account management experience.

As a Sales Specialist you have a very central role in creating value and growth for the entire eco-system in collaboration with its members.

Sales Execution

• As a Sales Specialist you initiate and lead conversations with customers on digital transformation in their industry and solution areas, in collaboration with partners and services. You create and close opportunities with customers through various engagement methods.
• You collaborate with team members, account teams, partners, and services to discover, qualify, and build pipeline of new opportunities. You build customer relationships via social selling. You apply Microsoft’s sales process to assess and proceed with opportunities.
• You drive consumption and growth with existing customers by providing demos, quotes, and deployment plans, in collaboration with partners and internal teams.
• Identifying customer business needs and assessing their technology readiness is one essential part of the job. You develop and propose solutions together with your peers and colleagues that align with customers’ needs and deliver business value.
• You build external stakeholders’ mapping and engage senior decision makers at the customer’s/partner’s business, in collaboration with account teams.
• You implement strategies and close plans to accelerate and de-risk deal closure. You coach less experienced team members in deal plan execution.

Scaling and Collaboration

• One of the core requirements of this job is the ability to collaborate and orchestrate for success. You collaborate with Microsoft Partner Organization and our partners to cross-sell and up-sell. You identify and develop new partners and partner strategies based on customer scenarios.
• In your work as a Solution Sales Specialist you apply the orchestration model to leverage and expand relationships with internal stakeholders and partners. You navigate the Microsoft organization to bring the best impact to the customer.
• In ideal situations, the account team will identity leads for Azure services, which you will qualify, extend and develop a convincing business case. After you secured the decision, you will hand over deployment to Microsoft support organization and our partners to help the customer implement.

Technical Expertise

• You lead and mentor others in conversations and events within Microsoft and with prospective customers/partners. You contribute ideas and best practices across Microsoft.
• You act as a subject matter expert in one or more solution area(s).
• You collaborate with our global compete team and our product groups to analyze and position Microsoft against competitors and land our new products in customer communication. You evaluate and recommend opportunities based on the competitive landscape and the value of Microsoft platform.

Sales Excellence

• Collaborating with partners and resources and leverage customer insights or industry knowledge is one key area in excelling in the role as a Solution Sales Specialist. You explore new opportunities to optimize your portfolio and help customers innovate.
• Equipped with experienced your part in reviewing feedback and coaching others to improve customer/partner satisfaction is valued. You lead sales and delivery success with your account and pursuit teams.
• You engage with stakeholders on business planning and Rythm of Business (ROB) meetings to review and plan for your accounts.
• You work with the sales team, partners, and marketing to do business analysis (e.g., whitespace analysis, industry trends) to target high-potential customers and stakeholders.
• You manage the business of your territory including forecasting and developing a plan to sell strategically to meet your and customer's goals.
• You complete training and get product and role certifications for your role and industry.