Solution Area Specialist - Azure Infrastucture (Automotive - Fulltime OR Part-time) - Microsoft

Microsoft | Deutschland+1 location

Beschreibung : Solution Area Specialist - Azure Infrastucture (Automotive - Fulltime OR Part-time). Unternehmen : Microsoft. Lage : Deutschland+1 location

As an Azure Infrastructure Specialist, you are a senior business leader with deep technical and business expertise within our enterprise sales organization, working with our most important customers. You will lead a virtual team of sales, technical, and services resources to help customers realize the digital transformation through cloud computing. A core competency of the role is to advance the engagement process to achieve/exceed quarterly Azure Infrastructure consumption targets for related workloads in your assigned accounts. You possess a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion for learning how Azure cloud services can deliver digital transformation. You will develop and maintain an Azure Infrastructure migration and modernization expertise, able to identify projects, build a compelling business case, and drive the consumption project to production. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with business and technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to application and data migration and modernization, and recommend solutions that meet their requirements. You will remove roadblocks to deployment and drive customer satisfaction.
Primary accountabilities for this role include

  • 30% of your time will be spent with customers developing new Azure migration and modernization consumption engagements which align to the customer’s technical and business strategy. You will work with partners and others at Microsoft, as well as use our core tools and 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.
  • 60% of your time will be spent on being the key technical leader with an outstanding Cloud Economic knowledge, trusted advisor and influencer in shaping customer decisions to commit and adopt Microsoft Azure and Infrastructure solutions. You will win the customers’ technical and business decision for consumption projects and usage scenarios through tailored messaging, providing guidance on cost saving benefits like AHB (For Windows and Linux), technical discussions, and aligning the appropriate solutions partners, programs and resources to guide them in decision making and consumption plans. You will lead standard technical demonstrations of Azure solutions to explain and prove the capabilities of Microsoft Azure relative to the customers business and technical objectives. These efforts will accrue to developing with your Cloud Solution Architect counterpart the minimum viable product (MVP) solutions which will accelerate deployment to Azure with support of other technical roles including Azure Partners.
  • 10% of your time will be spent on influencing the Microsoft Azure Infrastructure 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, business value, sales, professional skills and competitive readiness. You will therefore be required to attain and maintain required certifications.
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) and services 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, and services. 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 One Commercial Partner (OCP) 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 (e.g., Enterprise Operating Unit). 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 for the Azure Infrastucture Solution Area.
  • Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors.

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 Qualifications

  • Experience.     multiple years’ experience selling business solutions to large/global enterprise customers with a focus on application and infrastructure technologies
  • Azure Platform. Understanding of Microsoft Azure Cloud platform with emphasis on Azure Infrastructure solutions including IaaS and PaaS based environments, and Azure based application management and governance. Understanding and being familiar with Windows Server and Linux Server Licensing model
  • Technical Frameworks. Ability to leverage technical frameworks such as the Cloud Adoption Framework for Azure to guide customers and partners through the cloud adoption journey
  • Technical Demonstration. Ability to demonstrate Azure solutions leveraging pre-packaged Azure demo environments and live demos from the Azure Resource Manager showcasing relevant Azure infrastructure solutions

Preferred Qualifications
  • Technical Dialog. Lead technical sessions making use of whiteboards or other resources to drive solution discussions leveraging published solution architectures for common infrastructure implementations
  • Leadership. Experience leading large cloud engagements, especially those
    involving Infrastructure migration and application modernization projects
  • Competitive Landscape. Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape including AWS and GCP
  • Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs
  • Certifications. Azure Admin Associate (Can be completed during Onboarding)

  • Account Management.     Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation
  • 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.
  • Business Value. Able to utilize tools such as the Azure Pricing Calculator, Azure ROI Tool, and Azure TCO Tool to generate consumption project cost estimates and demonstrate Cloud economic value to customers
  • Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.