Digital Solution Area Specialist

The Small, Medium, and Corporate (SMC) team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. Located in either a Digital Sales center, or a local subsidiary, you will help our managed customers across industries, company sizes and territories to identify their needs and opportunities. One of the fastest growing customer segments in the technology industry, you will help customers get to the cloud across Microsoft solution areas like Modern Workplace, Business Applications, Applications, Infrastructure, and Data and AI.

As an Azure Infrastructure Specialist, you are a business leader with technical expertise working with our most important managed customers. You will lead a virtual team of sales, technical, and services resources to help customers realize digital transformation through cloud computing achieve/exceed quarterly Azure consumption targets for related workloads in your assigned accounts. You possess both a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion to learning how Azure cloud services can deliver digital transformation. You will develop and maintain an Azure 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 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 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.

Responsibilities

- Engage with customers across industries, company sizes and types to determine needs and identify opportunities to fulfill these needs with Microsoft Cloud technologies. Identifying and surfacing 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, targeted account lists to identify and engage prioritized customers.
- Communicate effectively with line of business and IT decision makers effectively via phone, email and social tools. Work strategically to remove technical and business sales roadblocks and innovate to improve business development practices
- Being the key technical leader, trusted advisor and influencer in shaping customer decisions to buy, architect and adopt Microsoft Azure solutions. You will own winning the technical decision at customers for sales opportunities and usage scenarios, through tailoring your message, bringing ideas to customers, engaging with them to show our technology differentiation, and guiding them in decision making. You will lead presentations, demonstrations, architecture design sessions to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft Azure, and how we can make their businesses more successful.
- Serve as overall migration and modernization Azure sales lead including migration for WS and SQL as well as SAP, actively partnering with Data & AI, SAP and Security colleagues
- Drive security in every customer motion and ensures Microsoft's Security portfolio is included as a holistic differentiator

- Collaborate with Top SMC Partners from territory planning to migrate execution targeting WS/SQL associated accounts; demonstrate the value prop to customers and Azure Benefits to motivate customer towards Azure migration

- Investing in your own skills to remain top of your game. You will stay sharp, attaining and maintaining required certifications. You will be recognized for sharing, learning and driving individual work that all result in business impact for customers, partners and within Microsoft. We encourage thought leadership and leadership from every employee and we encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness specifically around competitive solutions and products, driving compete messaging to increase Microsoft Azure penetration
- Work in a fast-paced, collaborative, dynamic teaming environment with internal and external stakeholders

- Collaborate with the extended sales team, partners, and marketing to conduct whitespace analysis to pursue high potential customers and develop a target list of potential business.
- Deliver solution business value demonstrations, Whiteboarding, to gain customer commitment
- Generate new leads through territory planning, call down campaigns, events, and demos and conduct personal campaigns to discover new opportunities.
- Effectively turn prospects and qualified leads into opportunities and revenue pipeline by qualifying opportunities and selling with Microsoft partners
- Ensure excellence in pipeline management, pipeline hygiene, and sales execution against targets generating and maintaining a qualified committed consumption pipeline by for FY24 Azure Infra sales priorities.
- Meet and exceed weekly, monthly and quarterly targets, including pipeline generation and activity based targets; accurately forecast pipeline generation
- Leverage Customer Skilling Programs to educate and empower your customers to maximize and accelerate ACR

Qualifications

Required Qualifications

- Fluency in German is essential
- Demonstrated experience selling cloud services or technology related sales or business development experience, particularly cloud computing and management; experience working within
- An understanding and passion for cloud computing technologies, business drivers, emerging computing trends and solution partners
- Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, services/partner engagement, opportunity management and pipeline management

Additional or Preferred Qualifications

- Bachelor's degree or equivalent work experience (ideally Major or minor in computer science, mathematics or engineering is preferred. Experience in one of these relevant fields is a bonus, computer science, mathematics or engineering).
- Understanding of cloud computing market and ability to develop deep expertise in Microsoft Azure.
- Knowledge of cloud development platforms
- Migration virtual machines from private to public cloud environments; Software design or development; Systems Operations / Management; Database development and architecture – IAAS, PAAS, SAAS; Virtualization, IP Networking & Storage; AI applications; Datamarts and analytics; IT Security
- Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs
- Certification in any of the following technologies preferred: Cloud, mobile, web application development, cloud-native application architecture (i.e. containers, microservices, API management), modern software development techniques like Dev Ops and CI/CD tool chains (i.e. Jenkins, Spinnaker, Azure developer services, Git Hub) and container orchestration systems (i.e. Docker, Kubernetes, Red Hat Open Shift, Cloud Foundry, Azure Kubernetes Service, Git Hub).

Language skills: Fluent German and English
Location: Barcelona, Spain

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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.