Solution Sales Specialist - Azure Infra & Apps

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 help us to achieve our mission.

As a Azure Infrastructure Sales Specialist, you will play a key role in driving the adoption and growth of Microsoft’s Azure cloud platform and solutions. You’ll work closely with customers, partners, and internal teams to deliver cutting-edge projects that empower organizations to make informed decisions, drive innovation, and transform their businesses.

You will collaborate with a team of technical specialists and architects, partners, and consulting resources to advance the sales process and achieve/exceed quarterly revenue and usage/consumption targets in your assigned accounts.

Your role will be focused on driving Cloud adoption and growing the Azure services within selective enterprise accounts. To be successful, candidates should have both a sales and technical background.

As a Azure Sales Specialist you will be a solution sales expert within our enterprise sales organisation working with our most important customers on their digital application transformation and modernization journey. AI will be at the center of our value proposition boosting customer business process through intelligent application and supporting the entire dev-sec-ops chain with copilot capabilities.   

Act as a thought-leader to define the Cloud Migration and Application Modernization strategy for your accounts, leading speaking engagements, highlighting industry-specific best practices & technical trends in the advanced Cloud space. You will be responsible for driving the YoY growth of this business and its percentage of contribution to the overall Azure business in your territory.

Build and maintain a healthy pipeline of business, leading with a proactive sales approach, a high level of curiosity, deep customer understanding, and adopting a challenger mindset.

Collaborate with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyze market trends to identify opportunities for new solutions.

Sales Execution

• Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline. 
• Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches team members in deal plan execution, and implements close plans. 
• 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 (e.g., Technical Sales Professionals, Global Black Belts). 
• Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.

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.
• Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory.
• Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
• Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Technical Expertise

• Technical passion with good understanding of cloud architectural patterns leveraging Platform-As-A-Service and AI offerings. 
• Good knowledge of state of the art in Containerization, Cloud Native Development, Dev-Sec-Ops, AI, their trends and what competition is doing in those areas.
• Translates complex technology concepts into business value to customer c-level executives. Builds business cases that quantify the value for the customers.
• Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader