at Microsoft
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We live in a global, connected, and ever-changing world driven by the 4th industrial revolution where today’s students will need to have digital literacy and new skills to thrive in the digital economy. As we face a new world of work, changing economies, preparing education institutions to build future leaders has never been more vital to society.
This role proactively identifies and engages with key customer technical decision makers and influencers. Uses broad, in-depth industry, technical, and professional knowledge, and leadership skills to build credibility with customers and is sought after for expertise.
Ensures technical wins for mega-deals. Leverages in-depth knowledge of resources. Scales wins through partners in a sell-with environment to achieve consumption targets by representing Microsoft at the partners' executive level and acting as a go-to resource for a particular solution within the domain. Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build global strategy. Generates new compete strategies, documents compete patterns, and shares with the global or area community to drive competitive selling strategies with broad impact. Proactively develops strategic area/global level responses to specific market or sector-related threats, aligning strategy with customer needs, industry requirements, and standards.
Responsibilities :
Leverages in-depth knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU]) and owns resolution of highly complex, escalated technical blockers (e.g., significant market impact) by conveying impact, anticipating and addressing future potential blockers based on needs, and engaging with business group.
Uses broad, in-depth industry, technical, and professional knowledge, and leadership skills to build credibility with customers and is sought after for expertise.
Ensures technical wins for mega-deals (e.g., cross-domain, rapidly evolving markets, global/area-level impact) by leading cross-workload sales initiatives, establishing rules of engagement (e.g., role boundaries, handoff strategies), and coaching others (e.g., technical sellers, account teams), leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references.
Proactively identifies and engages with key customer technical decision makers and influencers (e.g., C-level) while engaging sales team and helping lead sales strategy.
Scales wins through partners in a sell-with environment to achieve consumption targets by representing Microsoft at the partners' executive level and acting as a go-to resource for a particular solution within the domain.
Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build global strategy.
Generates new compete strategies, documents compete patterns, and shares with the global or area community to drive competitive selling strategies with broad impact. Acts as a subject matter expert on a particular competition. Integrates competitive insights into technology domain strategies and resourcing.
Proactively develops strategic area/global level responses to specific market or sector-related threats, aligning strategy with customer needs, industry requirements, and standards.
Works with global account and marketing teams to shape strategic win and customer success plans and tailor to audience for the global or area markets using knowledge of Microsoft offerings, their context in the competitive landscape, broader market trends, and in-depth industry knowledge. Prepares teams for future market and opportunities. Where applicable, builds consumption plans with complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off.
Leverages reference architecture patterns to establish programmatic frameworks for use by the business. Serves as a thought leader for assigned domain. Provides feedback to corporate.
Applies advanced sales methodologies (e.g., challenger sales) to lead and inspire global customers in digital transformation solutions and shape and enable scalable change across subsidiaries.
Demonstrates and oversees highly complex demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of end-to-end Microsoft solutions and architectures based on multiple products and positions solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business.
Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify and win opportunities to increase solutions/portfolio understanding and capabilities.
Builds readiness plans at the global or area level and proactively builds new learning opportunities into strategy to ensure team capabilities. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.
Leads vibrant global or regional tech communities including community calls, sessions, hackathons, etc., and acts as a mentor and thought leader in the community.
Skills Required:
Analytics Skills | LLM/SLM | Cloud Platform | Architecture design | Business Knowledge | Cloud Security | Microsoft products | Collaboration | Engineering partnership
Master's Degree in Computer Science, Information Technology, or related field AND 12+ years technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 10+ years technical pre-sales or technical consulting experience OR 12+ years technical pre-sales or technical consulting experience OR equivalent experience. Managing PS experiences is preferred
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.
