Overview
Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team and helping lead sales strategy. Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers. Leads and ensures complex technical wins. Leverages knowledge of resources. Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem. Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy. Builds competitive knowledge, documents compete patterns, and shares within the community to drive change and escalations for competitive selling strategies. Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs.
Responsibilities
Build Strategy
Builds competitive knowledge, documents compete patterns, and shares within the community to drive change and escalations for competitive selling strategies. Acts as a subject matter expert on a particular competition. Delivers competitive knowledge back to product and engineering teams.
Works with local account and marketing teams to shape strategic win and customer success plans and tailors to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Where applicable, builds consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off.
Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs.
Education
Builds readiness plans for peers and proactively identifies gaps and new opportunities for learning. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.
Monitors, responds to, and acts as a thought leader on internal tech community posts, establishes and leads vibrant tech communities including community calls, sessions, hackathons, etc., and acts as a mentor to the community.
Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify opportunities to increase solutions/portfolio understanding, emphasizing continuous security enhancement and regulatory compliance.
Leverage Partner Ecosystem
Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and developing deep partner relationships.
Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.
Scale Customer Engagements
Leverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU) and proactively engages product teams (e.g., engineering) to remediate escalated technical blockers by conveying impact and anticipating and addressing future potential blockers based on needs.
Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, account teams), leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references.
Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers and act as a trusted advisor to assess and consult on their security needs.
Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team and helping lead sales strategy.
Solution Design and Proof
Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business.
Applies advanced sales methodologies (e.g., challenger sales) to guide customers through digital transformation solutions, underscoring security improvements and using innovation to challenge solutions against changing technology (e.g., Power Apps).
Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor. Delivers assets that can be leveraged by others in the business.
Required/minimum qualifications
Master's Degree in Computer Science, Information Technology, or related field AND 4+ years technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years technical pre-sales or technical consulting experience OR 7+ years technical pre-sales or technical consulting experience OR equivalent experience.
Additional or preferred qualifications
8+ years technical pre-sales, technical consulting, or technology delivery, or related experience OR equivalent experience.
6+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
Certification in relevant technologies or disciplines (e.g., Office 365, Power BI, Azure Architect and Development exams, Cloud Platform Technologies, Information Security, Architecture).
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process.
