Solution Area Specialist Director-Azure

Microsoft

Location: Atlanta, Georgia, Austin, Texas, Boston, Massachusetts, Chicago, Illinois, Dallas, Texas, Fargo, North Dakota, Fort Lauderdale, Florida, Houston, Texas, Philadelphia, Pennsylvania

Job Type: Full time

Last updated

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Microsoft is empowering every person and every organization on the planet to do more and achieve more. We have set ourselves three bold ambitions: create more personal computing, reinvent productivity and business processes, and build the intelligent cloud. 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.

As part of our transformation, one of our key areas of focus is Azure cloud services. Our Small, Medium, and Corporate (SMC) segment is hiring an Azure Core Specialist Manager. This role is focused on working with Microsoft’s account teams to identify and lead the solution specialist to serve our customers with Microsoft’s Azure solutions to deliver business outcomes.

As a manager, you will work closely with Sales Specialists and Partners to plan and execute account coverage and campaign strategies to unlock new sales & consumption opportunities. The role is adept at understanding the needs and process pains of customers to identify opportunities where Microsoft solutions can add long-term value. You will have the exciting opportunity to be responsible for serving as the cloud computing subject matter expert for customers, fostering a positive and collaborative experience for prospects to evaluate, engage with and implement Microsoft products and partner solutions.

Responsibilities

People Management

  • Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
  • Model - Live our culture; Embody our values; Practice our leadership principles.
  • Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
  • Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Sales Execution

  • Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this. Leads transformational shifts to drive deployment and create business value for customers based on specific business needs and priorities. Leads a virtual cross-organizational team on strategic projects and high-impact solution sales deployments that enable digital transformation and deliver business value. May lead partner integration into account/territory planning and customer engagements.
  • Leads their teams to identify and track new opportunities. Leverages stakeholders (e.g., account-aligned team unit) to build pipeline within the territory. Coaches team members on interfacing with prospective customers to build network. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
  • Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]) and to engage customers to drive consumption and provides guidance on how to grow customer business as well as identifying and removing blockers to consumption.
  • Guides and orchestrates their team on communicating with customers to understand their business needs or participates in customer interactions with the team. Coaches the team on the development of solutions. Oversees the team in creating solutions in collaboration with partners or technical resources and peers to meet customer needs.
  • Collaborates with other managers to support their team and/or other teams (e.g., account team units [ATUs]) to identify and engage internal and external senior business or subject matter decision makers. Proactively builds external stakeholder's mapping and represents their team internally at Microsoft as they engages other internal stakeholders.
  • Communicates strategies to their team to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Ensures their team execute deal plans that are aligned with account strategy. Coaches others on the implementation of 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.
  • Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.

Scaling and Collaboration

  • Guides their team to build a network of partners to cross-sell, up-sell, and co-sell. Helps the team identify new partners, evaluate partner capabilities, and supports on-boarding new partners. Communicates partner strategies to the team and ensures execution. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and building partner capabilities.
  • Coaches their team to learn about and apply the orchestration model. Facilitates internal communication and collaboration by identifying resources and removing barriers.

Technical Expertise

  • Supports their team on participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries.
  • Coaches their team on business and market knowledge. Coaches team on ways to collaborate internally to position Microsoft products, solutions, and/or services against competitors. Provides advice and industry expertise to help their team connect Microsoft solutions to customer business impact.

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.
  • Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues. Reviews feedback report and establishes recovery action plans to improve clients' overall experience.
  • Participates in regular strategic planning for their assigned territory. Review plans via rhythm-of-business (ROB) meetings and aligns the plans of their team across departments. Guides team to align their approach with sales excellence team.
  • Guides their team in business analysis (e.g., whitespace analysis, identify industry trends) and supports the team to identify potential business in the assigned territory. Acts as a thought leader and validates opinions and perspectives from business analysis.
  • Oversees the end-to-end business of the assigned territory. Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory.
  • Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required.

Other

Qualifications

Required/Minimum Qualifications

  • 9+ years of technology-related sales or account management experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience
  • People management experience.

Additional or Preferred Qualifications

  • 8+ years of technology-related sales or account management experience
    • OR Bachelor's Degree in Information Technology, or related field AND 8+ years of technology-related sales or account management experience
    • OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 6+ years of technology-related sales or account management experience.
  • 4+ years of solution or services sales experience.
  • Certifications:AZ-900; AZ-104
  • 1+ year(s) of people management experience.
  • This role can be located in Dallas, TX; Fargo, ND; Atlanta, GA; Ft Lauderdale, FL; Boston, MA; Houston, X; Austin, TX; Chicago, IL or Philadelphia, PA.

#SMC

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.

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

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