REQUIRED/MINIMUM QUALIFICATIONS (RQS/MQS):

• Bachelor’s degree in Computer Science, Information Technology, Business Administration,
• OR related field AND growing experience in technology-related sales or account management;
• OR highly experienced in technology-related sales or account management
• Significant experience leading the sales of large cloud engagements, especially those involving Data, Analytics and AI solutions to large/global enterprise customers.

ADDITIONAL OR PREFERRED QUALIFICATIONS (PQS):

• Sales Account Planning and Management: Strong and disciplined pipeline management, identification and analysis of customer usage trends, large dollar licensing and deal negotiation experience, understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
• Executive Presence: Experience and expertise selling to senior business decision makers by aligning & reinforcing the business value and cost savings of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
• Collaborative: Orchestrate and influence virtual sales/technical/support/partner teams to pursue sales opportunities and lead virtual teams through influence.
• Consumption Business Strategy / Project Management: Experience leveraging cloud adoption methodologies and frameworks to structure application migration projects.
• Deep understanding of the Microsoft Data platform and Azure Data and AI Services.
• Competitive Landscape: Knowledge of enterprise software solutions and cloud & AI competitor landscape including AWS and GCP.
• Microsoft Partners: Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
  For Austria Only: The salary for this role is starting from EURO 182,600 per annum depending on experience.

Accelerate Data & AI growth while influencing Product Excellence and Go-To-Market with the insights and experiences from these engagements.

• Strategic Relationships: Establish trusted advisor relationships with senior business and technology executives (CDO, CIO, CISO, CTO) in top accounts by consistently delivering value through Azure-led innovation, while amplifying Microsoft’s thought leadership by actively shaping and participating in CDO community forums, executive panels, and strategic storytelling platforms.
• Drive Data & AI Platform Standardization: Influence CDOs to standardize on the Microsoft Data & AI platforms end-to-end, across their Analytics platform, Data Governance, and Databases to support their companies’ AI transformation.
• Accelerate Azure Data Services Growth: Drive the increase of Azure Data Services share in key accounts, with a focus on MACC accounts. Key outcome: Increase ADS (Azure Data Services) share of ACR (Azure Consumed Revenue) in MACC agreements / MACC accounts, win new MACCs (Microsoft Azure Consumption Commitments).
• Remove blockers and accelerate sales: Identify and resolve roadblocks that may hinder customer progress, bring values into deal strategy to assist sellers with deep expertise in top partner offerings globally, capacity and pricing/SKU/model, use case scenarios, process, business value articulation for assigned specialization area.
• Win Over Competitors & Business Commitment: Expert in compete coaching against major Public Cloud Hyper Scalers competitors by defining winning competitive strategies (win back, surround), demonstrating superior solutions and securing business commitment.
• Incubation to Mainstream: Spot repeatable patterns in sales motions (e.g., commercial constructs, customer scenarios) and scale them across the field.
• Sales Strategy Feedback Loop: Working with Go-To-Market team to capture insights from customer engagements and field feedback to identify sales patterns, blockers, and opportunities. Share these insights with MCAPS to help shape better sales strategies that continuously meet customer needs and field realities.
• Knowledge Transfer to Sales Roles: Work with enablement team as a scale mechanism to skill specialist, specialist managers, and sales leaders through deal coaching, structured knowledge sharing, and training.
• Thought Leadership: Be a leading industry expert and drive awareness and adoption through speaking at events, publishing articles, and sharing best practices

KEY RESPONSIBILITIES:

Accelerate Data & AI growth while influencing Product Excellence and Go-To-Market with the insights and experiences from these engagements.

• Strategic Relationships: Establish trusted advisor relationships with senior business and technology executives (CDO, CIO, CISO, CTO) in top accounts by consistently delivering value through Azure-led innovation, while amplifying Microsoft’s thought leadership by actively shaping and participating in CDO community forums, executive panels, and strategic storytelling platforms.
• Drive Data & AI Platform Standardization: Influence CDOs to standardize on the Microsoft Data & AI platforms end-to-end, across their Analytics platform, Data Governance, and Databases to support their companies’ AI transformation.
• Accelerate Azure Data Services Growth: Drive the increase of Azure Data Services share in key accounts, with a focus on MACC accounts. Key outcome: Increase ADS (Azure Data Services) share of ACR (Azure Consumed Revenue) in MACC agreements / MACC accounts, win new MACCs (Microsoft Azure Consumption Commitments).
• Remove blockers and accelerate sales: Identify and resolve roadblocks that may hinder customer progress, bring values into deal strategy to assist sellers with deep expertise in top partner offerings globally, capacity and pricing/SKU/model, use case scenarios, process, business value articulation for assigned specialization area.
• Win Over Competitors & Business Commitment: Expert in compete coaching against major Public Cloud Hyper Scalers competitors by defining winning competitive strategies (win back, surround), demonstrating superior solutions and securing business commitment.
• Incubation to Mainstream: Spot repeatable patterns in sales motions (e.g., commercial constructs, customer scenarios) and scale them across the field.
• Sales Strategy Feedback Loop: Working with Go-To-Market team to capture insights from customer engagements and field feedback to identify sales patterns, blockers, and opportunities. Share these insights with MCAPS to help shape better sales strategies that continuously meet customer needs and field realities.
• Knowledge Transfer to Sales Roles: Work with enablement team as a scale mechanism to skill specialist, specialist managers, and sales leaders through deal coaching, structured knowledge sharing, and training.
• Thought Leadership: Be a leading industry expert and drive awareness and adoption through speaking at events, publishing articles, and sharing best practices.