Available Jobs at Microsoft

Qualifications

Professional  

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities. 
• Collaboration. Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines. 
• Enterprise and/or Channel Sales. 6+ years’ experience selling business to business IT solutions and meeting revenue targets.  
• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.  
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met. 

Technical 

• Have completed  training and/or certification on these Microsoft technologies or similar information technology solutions or software applications: Azure - Microsoft Certified: Azure Fundamentals (AZ-900) or Designing and Implementing Microsoft Azure Networking Solutions (AZ-700) or higher certifications on Data or Architecture.
• Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field and relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience. 

Responsibilities

• Partner Solution Selling - Identifies SMC Azure sales and solutions opportunities, such as next logical workload on customer cohorts, and communicates them to partners. Coaches partners on how to develop a consumption/usage practice including a plan to generate leads for a specific product.  Leverages SMC segment expertise to support partners by ensuring that they have access to the right capabilities as needed. Knowledge on as Azure Migrate and Modernize incentives, Remote Monitoring and Management capabilities, Data Center Optimization (DCO), Azure Lighthouse APIs, Microsoft Fabric and Azure OpenAI is valued.
• Delivering Partner Success - Develops consumption/usage customer practice building or enhancement plan in line with business goals, prioritizing the appropriate partners with the sales teams.  Instructs the partner on how to approach customer success as a practice to deliver results most effectively.  Improves understanding of partners with tools and analyses (e.g., consumption patterns, propensity analysis).  Leverages customer targeting tools to identify optimal customer opportunities for partners to capitalize on (e.g., customer vertical opportunities). 
• Drive Customer Success - Shares and discusses industry and competitive market knowledge with partners to drive more competitive solutions, enhance partner growth, and influence business capabilities.  Utilizes partner capabilities that aligns to business outcomes. Brings different partners from different solutions to activate different components.   
• Sales Performance Growth - Manage SMC Azure consumption revenue growth with key partners.  Run the rhythm of business (ROB) motion with partners to drive accountability to Azure customer success practice.  Work with the partner development manager to help address performance gaps.  Share SMC customer insights and recommendations to shape Customer Success programs that drive customer retention, renewal, and consumption growth. Key success metrics around Revenue, Average Revenue per Customer, Services Adoptions & SMC priority metrics accountability
• Sales Execution - Shares best practices and leverages expertise across team and advocates for strong coordination of internal resources to maximize sales efficiency.
• Encourages and coaches partners on tools and resources to help exhaust all opportunities to develop relationships with existing customers.
• Customer Insights and Satisfaction - Ensure continuity in the execution of customer or partner programs and maintains an awareness of customer satisfaction and changes in business practices that may impact customer-partner engagement and suggest amendment to improve satisfaction.  Deep understanding of Cloud Ascent.

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Qualifications

Required Qualifications (RQs)      

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, Liberal Arts, or related field AND 8+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting 

OR equivalent experience 

• 3+ years people management experience, including managing consultant practice managers, technical sales managers, and/or technical architect managers.  

Preferred Qualifications (PQs) 

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, Liberal Arts, or related field AND 12+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting 
• OR Master's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND 8+ years experience in cloud/infrastructure technologies, technology solutions, practice development, architecture, and/or consulting 

OR equivalent experience 

• 6+ years experience working in a customer-facing role (e.g., internal and/or external). 
• 6+ years experience leading technical projects, teams, or functions 
• Technical Certification in Cloud (e.g., Azure, Amazon Web Services, Google, security certifications) 
• 5+ years people management experience, including managing consultant practice managers, technical sales managers, and/or technical architect managers 

Responsibilities

• You will build and grow healthy teams through talent management, diversity and inclusion, coaching, and career development. Inspire and foster a culture of customer-centricity and consumption, adoption and use through collaboration with peers and extended teams. 
• You will develop a team that incorporates a mix of expertise across key workloads and lead them through changes using the Demonstrated Capability Framework
• You will lead your team to deliver positive Customer Satisfaction, and coach them to become trusted advisors to customers and partners, by leveraging Azure Infrastructure services to operate AI solutions on a scale, and expertise to enable defined Customer Success Plan outcomes. Coach the team to provide feedback & insights from customers/partners back to the relevant MS teams including Product Groups, to enable continuous improvement and AI Innovation. 
• As the cloud-consumption leader in the field for your Area, owning the business and results you will be the vocal leader and customer champion in your Area with both local and corporate leadership to elevate cloud adoption issues and accelerate resolution.
• You will empower your team to win and accelerate application and AI innovation projects to production, including guidance on architectural design, required services to operate AI solutions at scale, including Infrastructure, Data, Networking, Security, and Management, technical recommendations, blocker escalations and technical resource orchestration and engage with the area’s most strategic customers as executive sponsor to accelerate digital transformation journey and help customers build microservices architectures with scalable databases to capture innovation. Drive team accountability to ensure revenue and business metrics are achieved. 
• You will lead your team to utilize “Well-Architected” framework, such as prominent levels of performance, security, scalability, maintainability, and appropriate reusability and reliability with an emphasis on Networking, Zonal/multi-region, and Security. Partner with all required Microsoft stakeholders in the subsidiary to land and drive CSA role clarity, account coverage, project assignment and effective cross-team collaboration.
• You will foster a continuous self-learning culture and drive technical intensity, driving team to enable customers to realize desired business outcomes, including innovation and model impactful community engagement and coach team to contribute to repeatable Intellectual Property (IP) 

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Qualifications

Minimum

• Bachelor’s degree or equivalent practical experience, training, and certifications
• Knowledge and hands-on experience working with Enterprise customers.
• Proven track record of delivering sales results, exceeding quotas and managing complex sales pursuits from ideation to close with technical and subject matter expertise.

Preferred

• A bachelor's degree in computer science, information technology, cybersecurity, data security/compliance/governance or a related field is required, along with several years of relevant experience in security technical and/or sales account roles. The ideal candidate should possess experience and/or knowledge in working with Azure security services and workloads or other public cloud ecosystems. Additionally, expertise in developing strategies and architectures for securing networking and identity access workloads, including productivity SaaS applications, and IaaS and PaaS workloads is essential.
• Demonstrated high technical aptitude and hands-on experience in consultative sales of enterprise access management, network security solutions, with a specific emphasis on Microsoft's Entra Suite offering. In-depth knowledge of competitors in the identity and SSE space is also a key attribute.
• Proficient in Identity and security conversations. Substantial experience and direct accountability for crafting access and network security vision and architectures for hero use-cases and scenarios in both corporate entities and government sectors. Oversight of the comprehensive sales execution cycle of these strategic initiatives.
• Well-developed ability to influence without authority to drive change and strong oral & written communication skills, strong influencing skills, experience in public speaking to large and small audiences.

Responsibilities

Be a Security Identity Sales and Technical Expert

• Lead sales and technical presentations, demonstrations, workshops, design sessions, proof of concepts, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's Identity offering, and how
• Purposefully master Microsoft’s Security value proposition to present the importance of secure identities and a zero-trust approach as base for the customer’s security strategy.
• Win the business and technical decision at customers for sales opportunities and usage scenarios
• Partner with and coach account teams on deal shaping and ideation
• Expertise in sophisticated identity, authentication, security, privacy, and compliance requirements, and integrating them into cloud and hybrid solutions. 
• Drive our new identity product line focusing on Secure Service Edge and Identity Governance Technologies.
• Enterprise customer level experience with cloud, hybrid infrastructures and adjacent technologies, architecture designs, migrations, and industry standards; broad experience with IaaS and PaaS, and broad Cloud Security; and competitive knowledge.

Be the customer interface and orchestrate a v-team of resources to solve customer problems

• Support partner and field sales and technical training and enablement.  
• Identify and remove business, technical, architecture, and competitive blockers
• Act as a Subject Matter Expert on Microsoft’s Security Advanced Identity Solutions.  
• Understand the capabilities of, strategically be able to work with, influence, build and grow, Microsoft’s customers, internal organizations, and external communities and partners.

Drive and Influence Customer Value

• Influence the Cloud Security solutions go-to-market strategies by providing feedback to sales, marketing, and engineering.  
• Influence key technical decision makers, industry decision makers, and boards.
• Lead, inspire and mentor members of Microsoft across sales, services, and marketing organizations and Microsoft partners.   
• Possess a growth mindset.

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Qualifications

Minimum qualifications: 

• active experience in similar role
• extensive experience in finance / finance leadership positions
• Experience in Multinationals with multi-product/multi-segment finance roles is recommended
• Fluent in English

Preferred qualifications

• BA/BS or MBA degree in Finance, Economics, CPA/CA preferred

Responsibilities

Partnership:

• Be the Finance front-end specialist for deal insights and deal construct.
• Partner with Licensing/BD to optimize deal structuring and closing. Lead end-to-end assessment of deal/customer profitability incl. discount, ECIF, CTE, Financing, COGS etc. (+compliance aspects)
• Build strong, trusted relationships with all key business stakeholders (Commercial Leads, Sales Excellence) to ensure Commercial delivers on its finance and business accountabilities
• Industry analytics, Customer Potential and Propensity analysis to key stakeholders to assess market opportunities and threats.
• Leverage the New Business/Customer Solutions and Market Analysis Finance managers to drive conversations around Consumption and Customer Ads
• Partner with ROCs on deal-related FX, credit and collections topics
• Actively engage with BDMs for key /strategic accounts: Sponsorship and TCO Conversations

Finance & Business Excellence:

• At the Sub-area level, ensure DWR and deal-based investment requests with high quality submissions
• Oversight EA Renewals to assure desired/targeted renewal rate

Controls & Compliance

• Drive compliance in the Segment with focus on Sales Deal Execution & Proactive Risk Management

Culture & Behavior:

• You have a growth mindset, act as an entrepreneur that drives business impact, and continuously learn and innovate. You have a capability to actively contribute and build strong collaboration within diverse and virtual teams. You are action oriented and able to build and deliver strong results through others beyond the team as well. 
• You drive digital transformation in the finance function towards data driven forward-looking insights. You also engage directly with customers and business partners. 
• You simplify and inspire through storytelling and excellent communication skills.
• Microsoft values and ethical behavior are a corner stone in our culture.

Key indicators of success

• High quality DWR submissions
• Large deal deep insights with visibility of top deals to enable decision making on deal, discount, ECIF, DWR. Understand customer proposition, link to account plan.
• Controls & Compliance dashboard and audit performance for Enterprise Commercial. Deal review
• Quality of BDM engagements and resulting $$
• Team delivered actionable insights to drive topline revenue, consumption and maximize ROI.
• Business Partner feedback

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Qualifications

Required/Minimum Qualifications

• 3+ years of technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 2+ years of technical pre-sales or technical consulting experience
• 2+ years DevOps experience, including Agile, CI/CD, quality, automation, and security with one or more of the DevOps toolchains (i.e., Azure DevOps, GitHub, GitLab, Atlassian).
• 1+ years of DevSecOps experience and Shift Left practices with products such as GitHub Advanced Security, Checkmarks, Fortify, SonarQube, Defender for Cloud
• Solution Sales Experience: 3+ years in customer-facing advisory or pre-sales to demonstrate the ability to distill core technical concepts and connect them to business outcomes. Work experience should involve presales, technical consulting, solution design, project envisioning, planning, development, deployment, and management. Proven customer facing consultative skills.

Additional or Preferred Qualifications

• Practical experience building and deploying cloud applications in Azure using GitHub Enterprise Cloud or Azure DevOps
• Experience using, managing and deploying DevOps toolchains such as GitHub Copilot, GitHub Actions, Azure DevOps, BitBucket or Jenkins.
• Experience using, managing and deploying Microsoft Dev Box
• Experience in Shift-Left security development practices (DevSecOps) with toolchains such as GitHub Advanced Security, GitHub Advanced Security for Azure DevOps, Snyk and other similar products

Responsibilities

• Be the key technical sales leader and influencer in shaping customer decisions to buy, build and transform new markets and lead transformational shifts in our customers.
• Engage in conversation with customers and collaborate with Microsoft and GitHub account and partner teams to drive and qualify new opportunities, understand key technical objections, and resolve technical blockers.
• Lead end-to-end conversations and initiatives about Developer Productivity and modern software development practices such as DevOps, DevSecOps, AI-assisted Software Development, Cloud Development Environments and Platforms Engineering
• Influence Microsoft’s and GitHub’s go-to-market and product strategies and roadmaps by documenting and sharing insights to sales, marketing, and engineering stakeholders on current and future product requirements, sales blockers and customer feedback

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Qualifications

Required/Minimum Qualifications

• Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation required
• Understanding the Software Development Lifecycle and concepts such as DevOps, Developer Productivity and DevSecOps. The position requires the ability to articulate and demonstrate the business value of Microsoft’s and GitHub’s solutions and have a firm understanding of Microsoft and GitHub’s strategies and products [Required]
• Solution Sales Experience: 5+ years in customer-facing advisory or sales to demonstrate the ability to distill core technical concepts and connect them to business outcomes. Work experience should involve presales, technical consulting, solution design, project envisioning, planning, development, deployment, and management. Proven customer facing consultative skills.
• Executive Presence. Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
• Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence

Additional or Preferred Qualifications

• Leadership. Experience leading large enterprise engagements especially those involving Developer tools and platforms and related
• Competitive Landscape. Knowledge of enterprise software solutions and platform competitor landscape
• Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.

Responsibilities

• Develop a comprehensive market entry strategy, considering local nuances and competitive landscape in partnership with Microsoft and GitHub sales teams
• Lead end-to-end customer initiatives about Developer Productivity and modern software development practices such as DevOps, DevSecOps, AI-assisted Software Development, Cloud Development Environments and Platform Engineering
• Identify, create, and close pipeline by aligning to customer priorities, delivering competitive positioning, and effectively leveraging Microsoft’s ecosystem of resources, partners, programs, and tools.
• Maintain a healthy and verifiable pipeline and execute on each MCEM phase to consistently achieve sales goals.
• Proactively deliver envisioning workshops, strategy briefings, solution demonstrations, and whiteboarding to gain customer commitment.
• Influence Microsoft’s and GitHub’s go-to-market and product strategies and roadmaps by documenting and sharing insights to sales, marketing, and engineering stakeholders on current and future product requirements, sales blockers and customer feedback.