Microsoft Digital & Application Innovation Specialist 

Canada, Alberta, Calgary 

511387472

As a Digital & Application Innovation Specialist, you will be a solution sales leader within our enterprise sales organization working with our most important customers selling the entire Microsoft “Apps” portfolio, including (but not limited to): Azure Application Services (Kubernetes, Red Hat OpenShift, Application Service Environment, Service Bus, etc.), PowerApps, GitHub and Visual Studio. You will lead the orchestration of a virtual team of Cloud Solution Architects, partners, and other resources to advance the sales process and achieve/exceed sales and usage/consumption targets for Azure Application Innovation related workloads in your assigned accounts. You will be a trusted advisor and a cloud application development subject matter expert.

Required/Minimum Qualifications

• 7+ years technology-related sales or account management experience
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.

Additional or Preferred Qualifications

• 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
  • OR Master'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.
• Experience with selling cloud services or application development services to large/global enterprise customers with a focus on cloud application development
• Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, services/partner engagement, opportunity management and pipeline management
• Experience and expertise selling to LOB decision makers, technical decision makers & enterprise solution architects by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria
• Ability to solve customer problems through cloud technologies, specifically solutions related to cloud native apps – containers & serverless, microservices, developer tools and DevOps, low code, migration to cloud
• Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
• Previous experience developing or architecting enterprise software solutions.
• Understanding of Data & AI technologies in context of app development (e.g. SQL and NoSQL Databases, Big Data, Cognitive Service, Machine Learning etc.).
• Knowledge of cloud development platforms and their adoption.
• Experience with one or more of the following technologies is preferredbutnot required:
  • Past application development experience such as Java, JavaScript, Python, PHP, C# or Node.JS.
  • Past application development experience in public clouds: Azure, AWS, GCP, etc.
  • Scalable architectures using Azure App Service, API management, serverless technologies, container orchestration (e.g. AKS, Kubernetes, Red Hat OpenShift etc.), microservice frameworks etc.

• Software development practices like DevOps and CI/CD tool chains (i.e. Jenkins, Spinnaker, Azure DevOps, GitHub).
• Understanding of Low code platform and technologies such as Power Platform.
• Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.

Solution Area Specialists IC5 - The typical base pay range for this role across Canada is CAD $141,000 - CAD $212,000 per year.

Find additional pay information here:

Microsoft will accept applications for the role until September 20, 2024.

Create “buy-in” vision with the Apps Decision Makers

• Take active role in defining and influencing the customer’s business challenges and opportunities.
• Understand the financial, qualitative and competitive drivers impacting customer business.
• Create “buy-in” vision and gain sponsorship by generating excitement around Microsoft solutions value.

Map out customer’s current and desired state and expectations

• Identify customer’s digital transformation needs, business drivers, their perspective, and concerns.
• Collaborate effectively with the customers to outline their business problems, opportunities.
• Establish and understand the buying decision criteria and timeline to make decision regarding the solution.
• Establish credibility and trust by demonstrating that Microsoft solutions not only solve customer business problems but also the value they realized.

Lead the solution design by assembling and orchestrating Sales & technical resources.

• Proficient in delivering Microsoft Apps vision, strategy, value to C-level and Apps Decision Makers
• Orchestrate the technical experts to create the solution, validate it via Proof of Concept, and showcase how it meets customer business and technology requirements.
• Able to handle customer objections and competitive differentiation.

Substantiate the value of the solution (commercial discussion)

• Building business cases with TCO analysis and negotiate a deal that’s based on value by leveraging various MS offers and programs.
• Secure customer commitment for the business proposal.

Drive Sales Excellence

• Drive the App Innovation business to overachieve revenue, consumption and scorecard targets.
• Maintain excellence in pipeline management, accuracy of sales forecast, and deal close plans.

Lead with subject matter expertise and be the Voice of the customer.

• Influence the Microsoft Application Innovation go to market strategies by providing feedback to sales, marketing, and engineering on product requirements and sales blockers.
• Stay sharp, attaining and maintaining required certifications. We encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness. 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

• Embody our