Digital Solution Area Specialist - Azure Data App & AI

at  Microsoft

In Small, Medium, Corporate (SMC) and Digital Sales, our purpose is to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest-growing customer segments, the SMC and Digital Sales organization is on pace to be Microsoft’s next $100 billion-dollar business - this is where you come in. As part of our Digital Sales team, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have the opportunity to work cross-collaboratively while embracing our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you are customer-obsessed and passionate about digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and each other every day.
As an Azure Data App & AI 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 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 Data, Application and AI 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.
This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. This role is flexible, allowing you to work up to 50% from home.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees, we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day, we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

REQUIRED QUALIFICATIONS (RQS)

• Experience in technology-related sales or account management experience
• Bachelor’s Degree in Information Technology, Business Administration, or related experience in the field AND experience of technology-related sales or account management experience (OR equivalent experience)
• Certification (a selection of): AI - 900 / DP-900 / AZ-900 or equivalent foundation certification of other public cloud providers
• Demonstrates thought leadership in Data, Application, and AI space and brings a customer-obsessed and collaborative approach with the ability to engage C-Suite to help them crystallize business benefits of AI Transformation
• Has worked in highly matrixed organizations, drives change through influence beyond direct teams, and is able to orchestrate organizational efforts across a large number of cross-functional teams
• Familiarity with the 6Rs model of Applications migration and experience shaping client conversations/campaigns around this topic and experience building business cases and understanding buying criteria in the enterprise cloud space
• Experience with proforma income statement and balance sheet modeling and experience with modeling impacts to financial KPIs such as EBITDA
• FinOps Certified Practitioner preferred, Microsoft Certified Azure Fundamentals (see above) or equivalent foundation certification of other public cloud providers preferred
• Consultative selling with a hunting spirit, results-oriented and self-learning, and demonstrate the ability to influence cross-group agendas
• Exceptional leadership skills and team building, decision-making, conflict resolution, negotiation skills, and follow-through
• Credibility with key decision-makers within our customers. Ability to influence target decision-makers, e.g., Business Decision Makers, Operational Technology Leaders, and Line of Business Owners.

PREFERRED QUALIFICATIONS (PQS)

• Certifications (a selection of): AZ-104 / AZ-204 / DP-100/200 / DP-300
• Experience in solution sales or consulting services sales experience working with Data solutions (Cloud-based Data Warehouse, Microsoft Fabric, Databricks, Hadoop, Spark, Data Lake, SQL solutions required MySQL, PostgreSQL, NoSQL (Mongo), Application Solutions (Kubernetes, Container Instances, Functions, API Management) and AI Solutions (Azure Open AI, Lama, RAC) desired.
• Knowledge in Data Governance, Data Engineering & Data Science
  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

• Collaborate with a team of technical, partner and consulting resources to advance the sales process and exceed quarterly Data, App & AI targets in your assigned accounts.
• Engage in conversations with customers aligned to their industry and collaborate with account and partner teams to drive and qualify new projects.
• Proactively tailor messaging and tactics to communicate technical information clearly and accessibly (e.g., using storytelling, visualizations, imagery). Integrate partners, suppliers, and cross-team members into customer moments.
• Identify customer business and technology readiness, build external stakeholder mapping, implement strategies to accelerate the closing of deals, contribute input on strategies to drive and close prioritized opportunities, and coach junior team members in deal plan execution. Outline frameworks for engagements across multiple territories, consistently managing multiple engagements at once. Lead projects that are both complex and large-scale in nature.
• Apply the role orchestration model and navigate the Microsoft organization to bring the best impact to the customer. Collaborate with Global Partner Solutions (GPS), identify new partners, develop joint proposals, and contribute to developing partner strategies.
• Leverage and share competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.
• Set up events within Microsoft, mentor others, develop strategies for best practice sharing, initiate conversations with prospective customers/partners at events, act as a subject matter expert in one or more solution areas, and collaborate with the ‘compete’ SMEs internally to analyze competitor products, solutions, and/or services and implement strategies.