Overview

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help1430644 us to achieve our mission.

​This is a unique opportunity for a bold, customer oriented, strategic thinker to lead engagement in highly competitive, cloud natives across the United States and execute Microsoft cloud deals that drive significant publicity, competitive share, and revenue for Microsoft through the Microsoft Cloud.  This role has the potential to steer the engagement and partnership strategy of Microsoft’s cloud offerings through unique, creative, and competitive pursuits that will challenge and build Microsoft’s next generation cloud growth strategy.

Responsibilities

Responsibilities

Microsoft’s Software and Digital Platforms (SDP) enterprise organization partners with the most strategic ISV's, software development firms, and digital platform companies in the United States - across B2B and B2C portfolios. This field organization is a reimagining of how Microsoft goes-to-market by enablingour customers to become cloud-scale digital natives themselves through partnership with Microsoft and the resources only Microsoft can bring to the table. The SDP Digital Natives team is looking for visionary strategic sales professionals able to forge new and innovative cloud partnerships with cloud-native giants not utilizing the Microsoft Cloud today. This role will require deep competitive knowledge, collaborative skills, and executive presence across internal Microsoft stakeholders as well as with external customer relationships, acting as an advocate, trusted advisor, and active stakeholder in the business of our customers.

The Azure Specialist, Digital Natives role will strategically hunt for new business across a select portfolio of Digital Natives in a discrete geographical territory, grow Azure cloud spend, and contribute to the success of a larger team that spans the United States.

This senior role will partner closely with resources in the Business Development Organization, WCB, Engineering, Marketing, Finance and Legal, Business Desk, and other industry groups across Microsoft. Specific responsibilities will include:

• Hunter: Deep competitive knowledge and able to tell the story of "Why Microsoft" beyond commodity cloud services - able to create differentiated solutions through analysis of existing spend and multi-cloud
• Strategic thinker and market expert: Accountable for identifying growth opportunities, defining strategies, prioritizing sales plays and developing go-to-market execution plans, to ensure Microsoft realizes its full growth potential within the digital native space. This process will integrate and rely on thorough analysis of external and internal data for building a solid portfolio of leads and new relationships within an exclusive customer territory not utilizing the platform extensively today.
• Growth & Transformation business leader and Customer Advocate: Engage with the cloud-natives to accelerate revenue growth, drive business outcomes, while helping customers to digitally transform in their industry. Responsible for supplementing global data with local insights to optimize for customer lifetime value through acquisition, retention and growth strategies

• Sales Leader: Ensure each customer has the most valuable relationship with Microsoft and execute MS vision of empowering enterprise customers, driving business growth and transformation through strategic thinking, sales execution and influence
• Deal Maker: Develop and progress the deal shaping and commercial deal construct that is optimal for both the customer and Microsoft

Core competencies in the role include: hunting, customer obsession, creative deal making, resilience, goal orientation, embracing internal and external leadership opportunities, strong business networking ability, public speaking, CxO level presentation and partnering skills, structured thinking, and deep project management.

Qualifications

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Required Qualifications

• 5+ years of technology-related sales or account management experience
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.
• 5+ years' experience in any of the following: complex solution selling, consulting services sales, sales management, corporate strategy, or enterprise technology related sales.

Additional Qualifications:

• Experience “Hunting” with deep knowledge of cloud-native technology and competitive offerings (AWS, Google, etc.)
• Prior business development experience highly desired
• Deep understanding of cloud computing, application hosting, social media and software development (level 200+)
• Experience in building long-term commercial agreements that deal with ambiguities and dynamic business changes while minimizing risk
• Ability to analyze and model financial data

• Ability to creatively move difficult deals forward by restructuring the deal and/or finding ‘win-win’ scenarios and ensuring competitive advantage
• Ability to coordinate with external partners and internal teams, both on the business and technical sides to deliver on strategy
• Accuracy in providing senior executives with required information, which ensure project visibility and risk mitigation
• Domestic and International travel of up to 25%
• Business Development and Sales Leadership

• Deep understanding on how to create a new business offering from scratch via different forms of partnerships, and strategic investments while keeping a laser focus on revenue, profitability, and market share growth
• Translating strategy into action and a clear passion for closing deals
• Ability to ramp up quickly and understand thoroughly the economics, dynamics and intricacy of the cloud business, knowing what levers to pull and when to pull them to influence change, and continually monitoring ongoing trends to anticipate change and proactively lead a timely response
• Assessing markets and trends to determine opportunities for Microsoft that provide opportunities for customers/partners to leverage the Microsoft Azure platform.
• Applying innovative thinking to develop or refine product or services approaches, business models, or marketing strategies to proactively and strategically respond to opportunities.

• Seeing the big picture, develop models, learn from experience, and see the system impact on the business ecosystem (of actions, decisions). Stay focused on situations, problems, or technology as they relate to the marketplace and customers.
• Demonstrating a deep understanding of what is critical to the business in making appropriate decisions that directly affect Microsoft product lines or portfolios, solutions, or services.
• Focusing on the essential issues in complex technical and business problems to make appropriate decisions.
• Understanding the industry, business, and/or technology trends and competitor strategies to make effective decisions and compromises.
• Applying breakthrough thinking to shift from a box product to services paradigm.

• Ability to quickly ramp up in new technical areas and gain credibility with engineering stakeholders
• Ability to influence senior technical and business audiences internally and externally to arrive at deal terms that fully address the objectives of both.
• Ability to collaborate across functional teams to drive the right business & technical outcomes.

The salary for this role in the state of Colorado is between $138,700 and $180,300.

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work. US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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.