Digital Technology Specialist - App Innovation - Nordic Territories

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. 

Azure is the most comprehensive, innovative and flexible cloud platform today and Microsoft is seeking talented professionals that will drive customer cloud adoption within the most important companies in the market.We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other’s ideas because we are better together. We stand in awe of what humans dare to achieve and are motivated every day to empower others to do more and achieve more through our technology and innovation. Together we make a difference.  

Do you love working with customers to achieve their business outcomes? Would you love to build expertise around the leading, next generation cloud services? As a Digital Cloud Technical Specialist for App Innovation, you will become part of the next generation of sales leaders at Microsoft. With the aid of best-in-class sales processes, techniques and technologies, you will be empowered to shape customer relationships for a strategic set of Microsoft's customers. These customers are adopting industry-leading products and services for their businesses, education systems or governments. You will serve as the central point of contact for the customer across engagements helping to drive Microsoft's existing cloud & enterprise consumption through developing and managing customer relationships.

Scale Customer Engagements

• Engages with customer technical decision makers and anticipates customer needs and issues proactively through data gathering. Utilizes information on customer business, industry, needs, competitive landscape and key priorities to support customer's digital transformation, challenge them when necessary, and position the customer to deliver architectures; keeps up to date with customer information, industry and market trends, and compliance regulations.
• Uses knowledge of customer context and solution or portfolio expertise to build credibility with customers individually or at scale; develops technical and market/industry knowledge.
• Ensures technical wins for core technologies by driving technical discussions with customers; improves customer interactions through feedback and observation.
• Engages other internal resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites), mapping out and leveraging foundational resource knowledge for key areas of technology as needed to overcome technical blockers on assigned technology set.

Scale Through Partners

• Engages in partner sell-with scenarios by collaborating with partners to carry out technical engagement activities.
• Shares competitive insights from customer sessions with colleagues and escalates/resolves competitive situations to influence compete strategies.
• Identifies and applies existing demonstration assets; demonstrates and oversees demonstrations (e.g., Architectural Design Sessions [ADSs], Proof of Concept [POC] sessions) of solutions based on specific Microsoft products through initial engagements; leverages partner/customer teams as needed to prove capabilities and integration into customer environment. Reviews partner demonstrations and provides feedback to ensure alignment with Microsoft standards.
• Collaborates with team members to monitor and analyze customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes; identifies opportunities to promote usage.

Architecture Design and Deployment

• Proposes viable solutions based on specific technical products; demonstrates complex concepts and proves the capability of those solutions through design collaboration sessions with the customer/partner.
• Contributes to pilots and proof of concepts for technical solutions to prove the proposed architecture design.
• Supports customer/partner projects as a subject matter expert in a specific architecture solution and throughout pre-sales and/or implementation.
• Identifies technical blockers (e.g., changing configurations, sample coding) for selected products to accelerate architecture implementations, and routes non-technical issues for removal by appropriate party.
• Applies methodology and governance, as directed, to minimize business and/or technical risks and adhere to quality assurance whilst contributing to design and/or delivery of solutions. Demonstrates an understanding of customer/partner conditions of success.

Driving Customer Success

• Builds aligned customer timelines with sponsors to establish concrete success measures around people, process, and technology, and identify customer's specific financial priorities.
• Acts as the Voice of the Customer (VOC) by driving awareness of new feedback, blockers, insights, resources, etc., (e.g., OneList, End Customer Investment Funds [ECIFs]) across communities so they can be added and prioritized.
• Identifies new workloads through understanding of financial value to customer and collaborates with sales team or partners to drive new engagements. Builds and leads strategic conversation between Microsoft cloud solutions, partner, customer business, and information technology (IT) objectives; articulates design and technical planning as well as customer gains and liabilities. Demonstrates an understanding of partner footprint and map of territory; establishes relationships with co-partners.
• Executes according to rhythm of business, identifies opportunities for optimization in rhythm of business, and brings insights to drive success of Microsoft cloud solutions by orchestrating their own milestones within engagements; drives One Microsoft mindset.

Technical Leadership

• Consumes and leverages readiness materials (technical and professional) to expand domain knowledge. Expands awareness of and begins practicing digital transformation sales methodologies (e.g., challenger sales).with customers, partners, and senior colleagues.
• Shares ideas, insight, and strategic-technical input with team members, when asked, using a thorough knowledge of specific cloud solutions and their context in the competitive landscape; provides thought leadership using architecture knowledge.
• Participates as a member in the Microsoft tech community, attends community calls, sessions, hackathon, etc., and acts as a resource for their technology area. Participates in external architect community events (e.g., conferences, seminars, technical meetups) and shares learnings with internal team
• Ensure customer technical teams are aware of and leveraging available skilling programs. Supports group training or one-to-many events (e.g., workshops, Webinars) to present and train customers and colleagues on the capabilities and benefits of specific Microsoft solutions/products. Initiates, plans, and ensures delivery of cloud training program for customer technical teams based on current and future needs.