In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose of empowering 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 local subsidiaries or Digital Sales centers around the world, 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 an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for 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 one another, every day. 

As an Azure Data & AI Specialist you will be a senior solution sales leader within our Small, Medium and Corporate growth business, leading 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 Analytics, 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.   

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 in that you can 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. 

Responsibilities

Sales Execution 

• Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement. 
• Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams)to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.  
• Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. 
• Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions. 
• Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business. 
• Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches less experienced team members in deal plan execution. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure. 

Scaling and Collaboration 

• Collaborates with Global Partner Sales and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities. 
• Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners. Navigates the MSFT organization to bring the best impact to the customer. 

Technical Expertise 

• Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft. 
• Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s)

Sales Excellence 

• Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. 
• Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. 
• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory. 
• Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. 
• Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities. 
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Qualifications

Required/Minimum Qualifications 

• 6+ years of technology-related sales or account management experience.
  • OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.
• At Microsoft, you will be working in an integrated fashion with colleagues around the world. To facilitate this collaboration, proficiency in verbal and written communication in both English and French is required for this role.

Additional or Preferred Qualifications 

• 7+ years technology-related sales or account management experience. 
  • OR Bachelor's Degree in Information Technology, or related field AND 6+ years technology-related sales or account management experience.  
  • OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience. 
• 4+ years solution or services sales experience. 

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.