Global Black Belt - Advanced Migration Mainframe Sales Specialist

Microsoft

Location: United States

Job Type: Full time

Posted

Be brave, not perfect.
- Reshma Saujani

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. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture

The Global Black Belt Sales Specialist team for Azure Advanced Migration workloads is seeking a senior solution sales professional to join our team. This role will have an initial focus on driving the growth of Mainframe & Midrange Migrations to Azure for Capital Market customers over the next 24 months.

Responsibilities

Primary accountabilities for this role include:

  • Serve as a business owner for mainframe/midrange migration within assigned territories
  • Lead and challenge customers with clear strategic vision of digital transformation, modernization, and the art of what’s possible through Legacy Migration from on premises to Azure
  • Build and drive a sales pipeline of migration opportunities
  • Engage with an established ecosystem of prioritized mainframe migration partners (SIs, ISVs) which provide the services and technologies to migrate mainframe workloads to Azure
  • Grow the number of Mainframe to Azure migration customers and associated Azure Consumed Revenue in your customers
  • Create and communicate Intellectual property and sales best practices across peer GBB teams and field sales teams

Qualifications

Required/Minimum Qualifications

  • 7+ years of technology-related sales or mainframe modernization experience
    • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience.

Preferred Qualifications

Professional

  • Sales Leader: Disciplined in business management, meeting sales targets and operational standards. Demonstrated experience influencing senior stakeholders within customer and own organization
  • Solution Expert: Deep understanding of Mainframe to Azure solution value, key areas of differentiation, and knowledge to create industry-centric use cases for Mainframe to Azure solutions
  • Executive Presence: Experience and expertise selling to CxOs, technical decision makers & enterprise solution architects by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria
  • Business Value Seller: Proven record of effective account management, particularly demonstrating coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and; coaching the customer through business case creation, approval, and stakeholder buy-in 
  • Technical Acumen. Experienced at driving solutions to full production roll out and project implementation with proven ability and desire to learn about new technologies
  • Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
  • Capital Markets and FSI experience
  • Social Seller: Builds a strong and active business network that stretches and influences far beyond themselves, including leveraging social selling tools such as LinkedIn Sales Navigator
  • Strong understanding of the enterprise segment customers, partners, and services sales engines with demonstrated success in driving revenue growth in new business models
  • Results-driven and demonstrate the ability to influence cross group agendas (including at an executive level) while driving non-reporting teams to perform

Technical Experience

  • Experienced. Experience selling Mainframe Migration services or technologies to large/global enterprise customers
  • Mainframe Experience: Previous work experience at enterprise customer or partner for architecting and deploying Mainframe Migration solutions
  • Hybrid Cloud Experience: 2+ years of Hybrid Cloud selling experience in public/private-cloud for Mainframe migration solutions
  • Demonstrated technical thought leadership in customer facing situations and deep understanding of cloud computing technologies, business drivers, and emerging computing trends
  • Mainframe Partner Knowledge and Management. Strong knowledge of Mainframe (IBM z/Series, Unisys Clearpath) Migration solutions and partner ecosystem including SIs and ISV tool providers
  • Midrange Partner Knowledge and Management. Knowledge of Midrange (As/400, IBM iSeries, IBM pSeries) Migration solutions and partner ecosystem including SIs and ISV tool providers
  • Competitive Knowledge. Strong knowledge of Mainframe Migration cloud competitors
You’ve got this!