Microsoft Senior Sales Specialist Azure Core 

United States 

848594827

As aSenior Sales Specialist (Azure/Core), you will be a senior business leader within our enterprise sales organization, working alongside cross-functional teams to deliver comprehensive Azure solutions. Your role involves:

• Understanding customer needs: Dive deep into customer objectives and align Azure capabilities to their unique business challenges.
• Driving Azure adoption: Lead the engagement process to achieve and exceed quarterly targets for Azure infrastructure, data, applications, and security workloads within assigned accounts.
• Leading with technical and business acumen: Use your expertise to guide customers in evaluating their cloud strategies, identifying projects, building compelling business cases, and successfully driving consumption projects to production.

• Customer Engagement: Build and maintain trusted relationships with customers, influencing long-term strategic direction. Engage with CXO-level business and technology decision-makers to uncover and drive digital transformation initiatives.
• Solution Development: Collaborate with customers to evaluate cloud strategies, migrate and modernize applications and data, and recommend tailored Azure solutions that meet their goals.
• Cross-Platform Advocacy: Champion the Microsoft ecosystem across Azure, Modern Work, Dynamics, and Security to deliver holistic solutions.
• Team Leadership: Orchestrate a virtual team of sales, technical, and service resources to ensure seamless customer experiences.
• Problem-Solving: Identify and remove roadblocks to deployment, ensuring customer satisfaction and success.

We value individuals who possess:

• Emotional intelligence and executive presence: The ability to build rapport with decision-makers and inspire confidence.
• A growth mindset: A passion for learning and an openness to new challenges, especially in the evolving world of cloud computing.
• Strategic expertise: A holistic understanding of Azure migration and modernization, coupled with the ability to identify opportunities and drive them to completion.

• Flexibility: This role allows you to work up to 50% remotely, with travel requirements varying by role.
• Diverse Opportunities: By applying to this role, you’ll be considered for multiple openings across Microsoft’s various business groups in the United States, including enterprise, regulated, and partner services organizations.
• Inclusive Culture: At Microsoft, we are committed to creating a culture of inclusion where every individual can thrive. We operate with respect, integrity, and accountability and work collaboratively to empower each other.

• 5+ years technology-related sales or account management experience
  • ORBachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience.

• 9+ years technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience
  • ORMaster's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.
• 6+ years solution or services sales experience.

• Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
• Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Lads conversations with strategic/high-potential customers (e.g., high budget, global account) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
• Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Drives advanced workloads and usage.
• Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.
• Proactively builds and governs external stakeholder network and leverages internal partners to engage external stakeholders. Acts as a thought leader and subject advisor to the executive-level business decision makers at the customer's/partner's business. Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
• Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

• Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and connects the partner ecosystems to scale business results.
• Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.

• Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
• Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.*
• Leverages and shares competitor knowledge across solution areas as a subject-matter expert to inform decisions on pursuit or withdrawal. Collaborates with the 'compete' global black belts (GBB) to proactively provide analysis of the supported solution area. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.

• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
• Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories.
• Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.
• Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors less experienced team members.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.

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