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Solution Area Specialists
hace 3 meses
As an Azure Infrastructure Specialist, you are a senior business leader with deep technical and business expertise within our enterprise sales organization, working with our most important customers. You will lead a virtual team of sales, technical, and services resources to help customers realize the digital transformation through cloud computing. A core competency of the role is to advance the engagement process to achieve/exceed quarterly Azure Infrastructure consumption targets for related workloads in your assigned accounts. You possess a high EQ 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 migration and modernization 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 CXO level with business and 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. You will remove roadblocks to deployment and drive customer satisfaction.
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.
Responsibilities
Primary accountabilities for this role include:
- 30% of your time will be spent with customers developing new Azure migration and modernization consumption engagements which align to the customer's technical and 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.
- 60% of your time will be spent on being the key technical leader with an outstanding Cloud Economic knowledge, trusted advisor and influencer in shaping customer decisions to commit and adopt Microsoft Azure and Infrastructure solutions. You will win the customers' technical and business decision for consumption projects and usage scenarios through tailored messaging, providing guidance on cost saving benefits like AHB (For Windows and Linux), technical discussions, and aligning the appropriate solutions partners, programs and resources to guide them in decision making and consumption plans. You will lead standard technical demonstrations of Azure solutions to explain and prove the capabilities of Microsoft Azure relative to the customers business and technical objectives. These efforts will accrue to developing with your Cloud Solution Architect counterpart the minimum viable product (MVP) solutions which will accelerate deployment to Azure with support of other technical roles including Azure Partners.
- 10% of your time will be spent on influencing the Microsoft Azure Infrastructure 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, business value, sales, professional skills and competitive readiness. You will therefore be required to attain and maintain required certifications.
- Accountable for driving new engagements by delivering Azure competitive positioning for Azure Infrastructure workloads. As a unique competitive edge position Security (Azure Defender), Hybrid, Apps and Support to enrich the Infrastructure solution.
- Generate and maintain a qualified consumption engagement pipeline by executing against account/territory plans and the FY22 sales priorities Azure Infrastructure Checklists.
- Proactively deliver solution demonstrations, whiteboarding, etc. of Azure Infrastructure platform and services to gain customer commitment through an MVP (Minimum Viable Product) and/or a Business Case.
- Work closely with your territory aligned CSA (teaming across all MSX stages) and GBB to support delivery of technical proof and MVP required to win the technical decision.
- Drive customer transformation, win against competition and be the leader for Azure Migration & Modernization Win and drive engagements for Azure Infrastructure partnering closely with ATU/CSU and other Solution Areas Engage high propensity customers, build pipeline and accelerate success by securing customers business commitment to attain the ACR targets.
- Win the Customer Cloud transformation Decision: Win new Azure migration and infrastructure projects through strong technical knowledge. Lead with business value and Cloud Economics to win new projects aligned to the Azure Infra Sales Priorities. Have the customer centric approach by landing holistic solutions including Unified Support, Linux, AVS, AVD, Hybrid and Azure Defender for Security.
- Accelerate and win through Partners/MCS and Programs Accelerate projects to consumption by planning/executing with partners/ MCS in collaboration with CSU. Leverage AMMP including Proactive Proposals and RFP desk to compete, win and accelerate deals.
- Lead and live our sales culture transformation through the adoption of role-specific activities, behaviors and habits
Professional:
- Experience. Extensive years experience selling business solutions to large/global enterprise customers with a focus on application and infrastructure technologies required
- Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation required
- 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 solve customer problems through cloud technologies required
- Business Value. Able to utilize tools such as the Azure Pricing Calculator, Azure ROI Tool, and Azure TCO Tool to generate consumption project cost estimates and demonstrate Cloud economic value to customers
- Consumption Project Management. Experience leveraging cloud adoption methodologies and frameworks to structure application migration projects preferred
- Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence required
Technical:
- 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. Understanding and being familiar with Windows Server and Linux Server Licensing model required
- Technical Dialog. Lead technical sessions making use of whiteboards or other resources to drive solution discussions leveraging published solution architectures for common infrastructure implementations required
- 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 required
- 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
- Competitive Landscape. Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape including AWS and GCP
- Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs
- Certifications. Azure Admin Associate required
Qualifications
Minimum Requirements:
Education:
- Bachelor's degree in Computer Science or a similar information technology-related discipline, MBA preferred, or equivalent experience
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations ) .
