Description
Job ID: 1038715
Profession: Customer Success
Travel: 0-25%
Role Type: Individual Contributor
Responsibilities
This role will own the Azure technical customer engagement including: architectural design sessions, specific implementation projects and/or Proofs of Concepts.
The ideal candidate will have experience in customer facing roles and success leading deep technical infrastructure architecture discussions with senior customer executives to drive cloud deployment.
Key Responsibilities of the Cloud Solution Architect include:
Drive the deployment of applications into Azure and increase their consumption of the platform by providing deployment guidance, supporting development of the customers’ cloud adoption model, and providing appropriate recommendations to overcome blockers.
Establish deep relationships with key ITDMs and BDMs, who drive long-term cloud adoption within their company. Identify, validate and grow opportunities to accelerate consumption in high potential customer accounts, in partnership with the sales team, by driving solution architecture for both Microsoft and 3rd party solutions.
Accelerate consumption in high potential customer accounts by providing deep technical expertise and support in infrastructure-related workloads.
Lead deployment of projects, creation of collateral, and training of sellers and partners in your area of specialization. Keep up to date with market trends and competitive insights.
Collaborate with other Cloud Solution Architects in developing complex end-to-end Enterprise solutions on the Microsoft Azure platform.
Be an Azure Platform evangelist with customers, partners and external communities.
Be the Voice of the Customer; Share insights and recommended practices; and connect with Engineering teams to remove key blockers.
Coach other technical sellers to become certified in required Azure technical certifications.
Qualifications
10 years + of eep understanding of cloud infrastructure technologies, business drivers, emerging computing trends, and deployment projects (where necessary, managing various stakeholder relationships to get consensus on solutions / projects)
Proven track record of building deep technical relationships with senior executives and growing cloud consumption share in large or highly strategic accounts
Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through with exceptional verbal and written communication
5+ years of architecture, design, implementation, and/or support of highly distributed applications (i.e. having an architectural sense for ensuring availability, reliability, etc.)
5+ years of experience in “migrating” on premise workloads to the cloud
Deep technical experience and expertise in the following areas:
Cloud Infrastructure: Virtualization, Storage, HPC, VDI, Linux, Containers and container orchestration, OSS
Cloud Operations / Management: Monitoring and logging, Operations
Cloud Networking: ExpressRoute, vWAN, Ingress / Egress patterns and services
Cloud Security & Governance: IAM, monitoring, encryption, cloud native policies and controls
Cloud platform hosted solutions (e.g. Azure App Service, Kubernetes (AKS/EKS/GKE)
Cloud application development solutions (e.g. PaaS, Serverless, API Management)
Continuous integration technologies (e.g. IaC, Jenkins, Spinnaker, Azure for DevOps, Chef, Puppet)
One or more of the following programming languages: C++, C#, Java, Node.js
Practical and deep applied experience in scaling the use of public cloud in enterprise organizations.
Oversight experience on major transformation projects and successful transitions to implementation support teams
Presentation skills with a high degree of comfort with both large and small audiences
Prior work experience in a Consulting / Architecture position within a software and/or services company such as Amazon, VMware, Google, IBM, Oracle desired
Bachelor's degree in Computer Science, Information Technology, Engineering or related field preferred
Benefits
Benefits / Perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work:
Industry leading healthcare
Savings and investments
Giving programs
Educational resources
Maternity and paternity leave
Opportunities to network and connect
Discounts on products and services
Generous time away
go to method of application »
Job ID: 1039935
Profession: Sales
Travel: 25-50%
Role Type: Individual Contributor
Background
Microsoft Business Applications is uniquely positioned as the worldwide leader in enterprise solutions differentiated by our data-first and artificial intelligence-driven platform that can leverage an unlimited number of customer data sources.
The Technical Specialist role in Microsoft MCC (Multi Country Cluster) is the ideal place to leverage your passion for being a member of a dynamic sales team that is bringing true digital transformation to customers.
You will be a technically intense workload expert within the Microsoft enterprise sales organization working with our most important customers. You play a key role in the total sales cycle by helping them with their end-to-end business transformation needs through envisioning, designing and demonstrating solutions mapped to business value within the area of your workload expertise. Executing with excellence you will collaborate across the sales opportunity journey with the Business Applications sales team, Microsoft partners and ISVs, other Technical Specialists and our Customer Success team.
Responsibilities
To excel in the Technical Specialist role you must have the following traits and abilities:
Technically Intense Workload Expert:
Deep functional, technical and process-level knowledge and extensive demonstration experience in your workload.
Strategic & Proactive Pursuit Team Member:
Strategic thinker with proactive engagement throughout the pursuit sales cycle; removes blockers, challenges the status quo, unblocks design/technical stalemates, brings clarity from ambiguity displaying a growth mindset.
Technical Team Collaborator:
Collaborates with a pursuit team of technically intense workload experts including Technical Specialists with expertise other than yours, co-sell partners and Independent Software Vendors to design and demonstrate a solution that maps business value with the end-to-end business transformation needs of the customer.
Customer-centric Solution Designer:
Employs Design Thinking principles centered on customer business outcomes.
Differentiated & Business Value/Outcome-driven Demonstrator:
Expert in demonstrating solution capabilities and associated business value addressing customer business decision maker persona needs/pains. Demonstrates differentiation and the value of Business Applications workload solutions.
Job Responsibilities
The Technical Specialist is a key member of the Business Applications sales pursuit team and is a strategic thinker, proactive problem solver, sales & technical roadblock resolver displaying a growth mindset with deep functional and technical knowledge in the workload.
The following are the role responsibilities for the Microsoft Business Applications Technical Specialist:
Assist Business Applications Sales Executive in RFP Response and in Envisioning Solution:
Assist Business Applications Sales Executive in delivering compelling RFP/RFI response, in envisioning solution using ISV components, by assembling and collaborating with a technical pursuit team that includes partner and ISV resources.
Design Customer-centric Solution Aligned with Envisioned Solution & Business Value:
Secure a customer agreement to a Solution Design built with alignment to the customer-agreed digital transformation journey by partnering with the technical pursuit team ensuring alignment to envisioned solution and business value.
Deliver a Customer-centric Demonstration:
Receive a standing ovation by delivering a compelling solution demonstration emphasizing business value aligned to the designed solution.
Ensure demonstration follows Tell-Show-Vision model and has an end-to-end view building opportunities for seeding and expansion after initial sale.
Work with Customer Success/Partner Team on Deployment Plan:
Assist Business Applications Sales Executive (if required) in reviewing licensing proposal. Collaborate with Customer Success team and Partner to ensure the customer agreed deployment plan maps to Key Performance Indicators (KPI)
Qualifications
Experience Required:
Minimum 3-5+ years’ of applicable workload expertise with one or more of the following: technical presales, post[1]sales consulting or relevant company/customer IT application implementation or management
Driving and designing a solution strategy as part of the overall opportunity lifecycle
Extensive collaboration with technical pursuit teams designing cloud-based customer solutions
Success working with customers/stakeholders in presales or consulting engagements related to business applications workloads
Proven success demonstrating differentiated solution value and competitive advantage
Delivering customer-facing technical workload demonstrations to enterprise decision makers
Desirable but not required – workload certifications/degrees
Deep understanding of:
Business solutions (CRM/ERP) workload expertise in one or more of the following: Sales, Marketing, Customer Service, Field Service, Supply Chain, Manufacturing, Retail / Commerce and/or Finance and how these solutions help customers achieve their desired business outcomes
Business value selling methodologies and practices mapped to customer persona pains / issues to uncover customer’s stated and unstated needs
Commercial cloud offerings, ideally Microsoft’s cloud platform, as well as competitive knowledge of other business applications solutions and related ecosystems
Desired skills:
Excellent presentation and communications skills across various customer stakeholders; experienced storyteller.
Customer-centric mindset with demonstrated passion for delivering customer value
Ability to bring innovative technical solution ideas to customer problems
Experienced problem solver able to thrive in a fast-paced environment
Growth mindset, insatiably curious, always learning and welcoming of challenges for the opportunity to grow
Your Onboarding Process
Microsoft provides extensive world class onboarding & readiness designed to help you extend your existing technical workload skills with Microsoft Business Application product knowledge. You’ll attend an in-depth onboarding program designed to help you become a technical expert in your Business Applications workload.
Our onboarding program will give you the knowledge and resources necessary to deliver successful customer solution designs and presentations as you start your exciting next career step at Microsoft
Benefits
Benefits / Perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work:
Industry leading healthcare
Savings and investments
Giving programs
Educational resources
Maternity and paternity leave
Opportunities to network and connect
Discounts on products and services
Generous time away
go to method of application »
Job ID: 1038528
Profession: Sales
Travel: 25-50%
Role Type: Individual Contributor
Background
As a Business Applications Sales Specialist - you will be an account / industry-aligned, outcome-driven business process transformation enabler within the Microsoft specialist sales organization working with our most important customers helping them with their end-to-end business transformation needs by envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains/needs.
You will execute with excellence the entire sales process by owning and orchestrating a virtual pursuit team of technically intense workload (solution) experts including presales, co-sell partners, and Independent Software Vendors to provide customers with solutions aligned to their end-to-end business transformation needs using Microsoft Business Applications’ portfolio of offerings.
You will use the Microsoft Catalyst Sales Methodology to enable customers’ digital transformation journey focusing on the business value and outcomes from Microsoft Business Application solutions.
Responsibilities
Microsoft MCC (Multi Country Cluster) is seeking a Business Applications Sales Specialist whom is an accomplished and experienced solution seller with a proven track record of driving Business Application-led (ERP/CRM solutions) complex digital transformation in large enterprise accounts with experience running multi-million-dollar pursuits.
To excel in the Business Applications Sales Specialist role, you must have the following traits and abilities:
Business Process Transformation Expert:
Has deep understanding of challenges and opportunities in an industry and can envision solutions mapped with business value to address customer persona business needs and pains.
Expert Business Decision Maker Conversationalist, Digital First Seller:
Identifies the right BDMs and builds relationships using social selling best practices, leverages other organizations in Microsoft and their relationships. Expertise in Industry and solutions with connected use cases to achieve trusted advisor role with BDMs & customer personas.
World Class Orchestrator:
Complex, multi-thread Project Manager, influences for impact, leads, manages & drives shared vision and execution across virtual teams and partners.
Industry-based Solutioning Expert:
Expert in an industry and has knowledge and skills to envision solutions solving BDM persona pains with connected use cases.
Business Outcome Seller- Expert ability to quantify business value for solution capabilities addressing customer persona needs/pains.
Expert in Differentiating Solution Offering:
Expert understanding and positioning of proposed solution(s) against competition, macro-level thinker that can articulate and present the power of the Microsoft Cloud and differentiated benefits for customer.
World Class Deal Crafter & Negotiator:
Exceptional deal crafter with capability to map business value to customer proposals. Employs world class negotiating techniques to close business.
Senior Executive C-Suite Level Presenter:
Expert communicator with world class skills in effective presentation skills to executive and board level BDMs.
Job Responsibilities
Build Pipe in alignment with Account Teams & Cross-Solution Areas:
Build pipe by leading with industry, using digital signals & insights to prospect, network, identify, engage & nurture with right BDMs, align & gain account team commitment, plug into cross solution sales motions.
Envision Industry-aligned Customer-Centric Solutions with Business Value Insights:
Discover and envision industry-based solutions with business value insights working with a pursuit team of technically intense workload experts and partners resources to quantify and qualify end-to-end connected solution use cases expanding opportunity value across line of business BDMs.
Engage with Partner(s):
Leverage and scale through aligning early with priority co-sell partners and ISVs.
Develop Close Plan & Secure Customer Agreement to Envisioned Solution:
Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.
Orchestrate Solution Design & Calculate/Present Business value:
Orchestrate, bringing clarity to pursuit team to ensure designed solution(s) maps to envisioned solution and business value. Ensure design has an end-to-end view, building opportunities for future expansion of interconnected business processes after initial sale.
Negotiate with Proposals Mapped to Business Value:
Create compelling board-level presentations with proposals aligned to customer transformation plan mapped to business value impact. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stale mate / in action.
Commitment for Customer Success:
Throughout the sales process and after sales closure ensure successful handoff to customer success teams with a clearly documented deployment plan
Qualifications
3 to 5 years of experience:
Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.
Developing demand and pipe by building BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed.
Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.
Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
Strong track record and history of carrying and exceeding an enterprise account sales quota
Deep Understanding of:
Business solutions, specifically CRM and/or ERP applications including one or more of: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management and Commerce and how they translate into business impact.
Expert understanding and 1 to 2 years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.
Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, as well as competitors and related ecosystems.
The security, regulatory and compliance needs of global customers.
Desired Skills:
Design Thinking and Solution Envisioning
Strong presentation, white-boarding and communication
Passion and commitment for customer success
Ability to maintain a high level of productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative and team-oriented environment.
Organizational agility, able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Executives etc.
Problem solver and ability to work in rapidly changing environment effectively managing ambiguity.
Bachelor's Degree or equivalent work experience required.
Your Onboarding Process
You’ll attend an in-depth onboarding program designed to help you become skilled in the Microsoft Business Applications solution portfolio, differentiated value proposition, industry-aligned connected end-to-end use cases and business value.
You will learn the Microsoft Catalyst Sales methodology, Design Thinking, envisioning, business value quantification and the use of guided selling tools. You will also get to participate in several hands-on experiential trainings to fortify concepts you learned to achieve success in your role
Benefits
Benefits / Perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work:
Industry leading healthcare
Savings and investments
Giving programs
Educational resources
Maternity and paternity leave
Opportunities to network and connect
Discounts on products and services
Generous time away
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