Digital Solution Area Specialist

Overview

The Small, Medium, and Corporate team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. Located in either a Digital Sales centre, 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 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 and partners, 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 while aligning with appropriate Partners to drive fast time to execution.

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

Key Responsibilities

• Engage with customers across industries, company sizes and types to determine needs and identify opportunities to fulfil 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.
• 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 in conjunction with solution engineers and Partners 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.
• 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.
• 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.
• Generate new leads through territory planning, call down campaigns, events, and demos and conduct personal campaigns to discover new opportunities.
• Ensure excellence in pipeline management, pipeline hygiene, and sales execution against targets generating and maintaining a qualified committed consumption pipeline for Azure Infra sales priorities.
• Meet and exceed weekly, monthly and quarterly targets, including pipeline generation and activity-based targets, accurately forecast pipeline generation.

Qualifications

Professional

• Demonstrated experienced selling cloud services or technology related sales or business development experience, particularly cloud computing and management; experience working within required.
• Fluent in the German Language skill.
• An understanding and passion for cloud computing technologies, business drivers, emerging computing trends and solution partners.
• Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, services/partner engagement, opportunity management and pipeline management required.
• Ability to solve customer problems through cloud technologies, specifically solutions related to cloud native apps – containers & serverless, microservices, migration to cloud required.
• Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence required.
• Proven track record of outstanding performance and achieving goals required.
• Exceptional interpersonal as well as verbal and written communication skills to succeed in a customer facing role required.

Technical

• Understanding of cloud computing market and ability to develop deep expertise in Microsoft Azure.

Education

• Bachelor's degree or equivalent work experience (Computer science, mathematics or engineering is preferred). Experienced in one of these relevant fields is a bonus, computer science, mathematics or engineering).

Key skills/competency

• Azure Cloud Services
• Digital Transformation
• Sales and Business Development
• Account Management
• Cloud Computing
• Solution Selling
• Pipeline Management
• Technical Advisory
• Customer Engagement
• Partner Collaboration