Azure Solution Specialist: App Innovation

6 months ago

London, United Kingdom Microsoft Full time

As an **Azure Solution Sales Specialist,** you are a business leader with technical expertise working with our most important managed customers. You will lead a virtual team of sales, technical, and services resources to help customers realize digital transformation through cloud computing achieve/exceed quarterly Azure consumption targets for related workloads in your assigned accounts.

You possess both a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion to learning how Azure cloud services can deliver digital transformation. You will develop and maintain an Azure expertise, able to identify projects, build a compelling business case, and drive the consumption project to production.

The Small, Medium, and Corporate team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. You will help our managed customers across industries, company sizes and territories to identify their needs and opportunities.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

**This role will focus on Application Innovation in Azure.**

**Responsibilities**:
**Specific responsibilities for this role will include**:

- Create “buy-in” vision by proactively building key executive relationships with key decision makers (CDO, CIO, CMO, Head of Apps) and create value to influence strategic decisions.
- As a business leader for assigned territories, own ACR (Azure Consumed Revenue) forecast, workload penetration, partner involvement, and initiatives to support landing of solution plays (Build & Modernize AI Apps, and Developer Productivity)
- Prioritize engagement with local marketing to drive top of the funnel and local initiatives.
- Collaborate with Global Black Belt, Technology Specialists (TSP), Microsoft Technology Center (MTC) and Executive Briefing Center (EBC) to land solution value and seek platform commitment.
- Develop technical acumen to hold conversation / Whiteboarding and earn BDM and TDM mindshare.
- Orchestrate and align with ATU for account planning, CSU for smoother opportunity transition and proactively hunt for net-new upsell scenarios.

**Additional responsibilities for this role will include**:
**Sales Execution**
- Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals.
- Collaborates with team members to discover new opportunities.
- 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
- Proactively builds external stakeholders' mapping.

**Sales Excellence**
- Collaborates with partners and resources and leverages customer insights or industry knowledge.
- Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.

**Qualifications**:
**Preferred Qualifications**
- Demonstrated experience of technology-related sales or account management experience
- Demonstrated solution sales or consulting services sales experience.

**Technical**
- Azure and/or alternative cloud platforms e.g. AWS, GCP.

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