Overview Microsoft’s Commercial Solution Area (CSA) sets the sales strategy, leads technical sales, and operations for the Commercial Solution Areas and Support Services that power the Microsoft Cloud. Data & Analytics is a growth opportunity for Microsoft Azure, including its partners and customers, with a portfolio of products providing a unified Data Platform for data needs in the AI era.
The Azure Global Black Belt (GBB) Cloud & AI Data Specialist role is pivotal in building trust with Chief Data Officers (CDOs) of our customers, guiding them to build the Data Foundations for their companies’ AI Transformation and influencing them to standardize on the Microsoft Intelligent Data platform. This role focuses on driving the adoption of Azure Data & AI Services, with emphasis on MACC (Microsoft Azure Consumption Commitment) accounts.
The role engages with CDOs of our largest accounts and accounts in complex competitive situations, documenting best practices and learnings, and guiding the broader field on winning formulas for successful CDO engagements. Microsoft’s mission is to empower every person and every organization to achieve more, built on values of respect, integrity, accountability, and inclusion.
Responsibilities Accelerate Data & AI growth while influencing Product Excellence and Go-To-Market with insights and experiences from engagements.
Strategic Relationships: Establish trusted advisor relationships with senior business and technology executives (CDO, CIO, CISO, CTO) in top accounts by delivering value through Azure-led innovation and participating in CDO community forums, executive panels, and strategic storytelling.
Drive Data & AI Platform Standardization: Influence CDOs to standardize on the Microsoft Data & AI platforms end-to-end across Analytics, Data Governance, and Databases to support AI transformation.
Accelerate Azure Data Services Growth: Increase Azure Data Services share in key accounts, focusing on MACC accounts; increase ADS share of ACR in MACC agreements / MACC accounts and win new MACCs.
Remove blockers and accelerate sales: Identify and resolve roadblocks, bring value to deal strategy, and provide deep expertise in top partner offerings, pricing/SKU/model, use cases, and value articulation for the designated area.
Win over Competitors: Coach against major Public Cloud hyper-scale competitors with winning competitive strategies and secure business commitment.
Incubation to Mainstream: Identify repeatable sales patterns and scale them across the field.
Sales Strategy Feedback Loop: Capture insights from customer engagements to shape better sales strategies in collaboration with the Go-To-Market team and MCAPS.
Knowledge Transfer: Work with enablement to scale skills of specialists, specialist managers, and sales leaders through deal coaching and training.
Thought Leadership: Contribute as an industry expert through speaking, articles, and sharing best practices.
Outcomes Increase ADS share of ACR in MACC accounts.
Improve consistency and effectiveness of CDO engagements across time zones.
Document best practices and winning formulas for CDO engagements.
Drive Data & AI solution plays to support business growth and customer success.
Qualifications Required/Minimum Qualifications (RQs/MQs):
Bachelor's degree in Computer Science, Information Technology, Business Administration, or related field, and growing experience in technology-related sales or account management; or extensive experience in technology-related sales or account management.
Significant experience leading the sales of large cloud engagements, especially those involving Data, Analytics and AI solutions to large/global enterprise customers.
Additional or Preferred Qualifications (PQs):
Sales Account Planning and Management: Pipeline management, analysis of customer usage trends, large licensing and deal negotiation experience, understanding of partner ecosystems, and leveraging partner solutions.
Executive Presence: Experience selling to senior decision makers by aligning business value and cost savings with strategic opportunities.
Collaborative: Ability to orchestrate virtual cross-functional teams to pursue opportunities.
Consumption Business Strategy / Project Management: Experience with cloud adoption methodologies and migration project structuring.
Deep understanding of the Microsoft Data platform and Azure Data and AI Services.
Competitive Landscape: Knowledge of enterprise software and cloud & AI competitors (e.g., AWS, GCP).
Microsoft Partners: Understanding of partner ecosystems and leveraging partner solutions.
For Austria Only: The salary for this role is starting from EURO 182,600 per annum depending on experience.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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, or any other characteristic protected by applicable local laws. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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