Job Recruitment at Microsoft

Responsibilities

As an Azure Data & AI Specialist you will be a senior solution sales leader within our enterprise sales organization working with our most important customers. You will lead a virtual team of technical, partner and consulting resources to advance the sales process and achieve/exceed quarterly Data & AI revenue and usage/consumption targets in your assigned accounts. You will be a trusted advisor and a Data & AI subject matter expert with core capability and expertise in Data Modernization, Analytics and AI. You will work with customers to leverage data to help them achieve their business priorities and help guide customer’s journey through Analytics-led Azure Data transformation. You will help customers evaluate their applications and business requirements, recommend solutions that meet their requirements and demonstrate these solutions to win the technical decision. You will need to support customers to remove roadblocks to deployment and drive customer satisfaction. You will help our customers take advantage of our unique hybrid data platform and leading Analytics & AI solutions to realize the value of digital transformation.

Primary Accountabilities For This Role Include
 

• 40% of your time will be spent with customers 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. You will be required to be disciplined in business-management, adaptable to a culture of accountability and build a strong and active business network.
• 40% of your time will be spent on being the key technical leader, trusted advisor and influencer in shaping customer decisions to buy and adopt Microsoft Data & AI solutions. You will own winning the technical decision at customers 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 and solution demonstrations to explain and prove to our largest customers the capabilities of Microsoft's Data & AI solutions, and how we can make their businesses more successful.
• 20% of your time will be spent on influencing the Microsoft Data & AI go to market strategies by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers. You will be recognized for sharing, learning and driving work that results in business impact for customers, partners and Microsoft. We encourage thought leadership and we encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness. You will therefore be required to attain and maintain required certifications
   
• Qualifications
  
  Experiences Required: Education, Key Experiences, Skills and Knowledge:
  
  Professional
  • Experience. 5-7 years’ experience selling business solutions to large/global enterprise customers with a focus on data platform and Analytics & AI technologies preferred
  • Prior work experience in a Consulting/Solutions Sales position working with solutions that include Data Warehouse, Hadoop, Spark, Data Lake, SQL solutions required MySQL, PostreSQL, NoSQL, Machine Learning solutions desired
  • 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
  • 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.
  • Problem Solver. Ability to solve customer problems through cloud technologies required
  • Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
  Technical
  • Data & AI Platform. Understanding of Microsoft Azure Data & AI products. The position requires the ability to articulate and demonstrate the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors preferred
• Expertise in one or more technologies like Teradata, Oracle Exadata, IBM Netezza, SAP (HANA, BW), HDInsight, Hadoop, Cloudera/Hortonworks, Apache Spark, Snowflake, MapR, AWS (Redshift, Glue), Google (BigQuery) preferred

• Leadership. Experience leading large cloud engagements especially those involving Strategic Analytics & AI solutions, Data Platform modernization and migration and related preferred
• 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.
• Certifications. Azure Data Engineer or Azure AI Engineer required - can be obtained when joining Microsoft
   

Education

• Bachelor’s Degree required, MBA preferred, or equivalent experience.

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Responsibilities

Land Partner Ecosystem: Lead Solution Area (SA) Partner Planning, driving alignment across Build-with, GTM and Sell-with

Drive clear understanding of needed performance and capacity for Solution Area across teams. Land area/subsidiary Solution Area (SA) Partner alignment on priorities and business outcomes in partnership with OCP leadership, Business Groups and Services. Lands a solid partner ecosystem evolution plan for achieving minimum performance accountability.

Utilize Partner Capacity: Orchestrate and drive Solution Area business execution with OCP and external stakeholders

Ensure agreement on execution plan and resource investment with Business Groups and other area/subsidiary stakeholders to drive Solution Area performance. Identify Co-sell prioritized solutions and partners. Drive high utilization of Co-Sell prioritized solutions and partners.

Drive Ecosystem Insights: Lead One Commercial Partner (OCP) Solution Area capacity and performance Rhythm of Business

Own the OCP SA scorecard metrics. Understand monthly performance related to OCP Scorecard attainment through partner types, across customer segments. Lead Correction of Errors execution when appropriate. Participate and represent the SA in preparation for the reporting rhythm from Microsoft headquarters. Act as the "voice of partner" “voice of SA" within OCP and insure timely updates to Corp.

Lead Solution Governance: Lead local solution governance council

Own landing of local solution governance councils with field Solution Area stakeholders at regular cadence, with structured agenda, and agreed action plan for Co-Sell prioritized partner engagements. Drive accuracy and quality of Co-Sell Prioritized solutions in Co-Sell Solution marketplaces. Gain deep understanding of partner SA market dynamics across area/subsidiary and act as partner SA subject matter experts for OCP organization.

Qualifications

• 8+ years of experience in product or channel marketing, partner channel development, business development or alliance management in the technology industry
• Experience with technology platforms and solutions with a reasonable level of technical proficiency
• Extensive experience of managing virtual teams across functions and geographies:
  Inclusive and collaborative - driving teamwork and cross-team alignment
  Strong partner relationship management and solution development skills
• Strong analytical skills and data-driven thinking to connect digital and in-person marketing tactics using data
• Ability to succeed in a quickly changing business environment showing thought-leadership in driving market transformation
• Obsessed and committed to optimal partner and customer satisfaction
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.
• Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.
• Bachelor degree required (Sales, Marketing, Business Operations); MBA desired