Overview
Microsoft’s Commercial Solution Area (CSA) sets the sales strategy, leads technical sales, and operations as a hub for the Commercial Solution Areas and Support Services that power the Microsoft Cloud. Data & Analytics is a growth opportunity for Microsoft Azure, as well as its partners and customers. It includes a rich portfolio of products providing unified Data Platform supporting customers’ Data needs in the era of AI.
The Azure Global Black Belt (GBB) Cloud & AI Data Specialist is a pivotal role in building trust with the 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 is crucial for driving the adoption of Azure Data & AI Services, with a particular focus on the 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. The role also involves guiding the broader field on the winning formulas for successful CDO engagements.
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.
Responsibilities
* Accelerate Data & AI growth while influencing Product Excellence and Go-To-Market with the insights and experiences from these 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 shaping CDO communities.
* 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: Drive the increase of Azure Data Services share in key accounts, focusing on MACC accounts; increase ADS share of ACR in MACC agreements and win new MACCs.
* Remove blockers and accelerate sales: Identify and resolve roadblocks that hinder customer progress, support deal strategy with deep expertise in top partner offerings, pricing/SKU/model, use case scenarios, and business value articulation.
* Win Over Competitors & Business Commitment: Coach against major Public Cloud competitors with winning strategies and secure business commitment.
* Incubation to Mainstream: Identify repeatable sales motion patterns and scale them across the field.
* Sales Strategy Feedback Loop: Capture insights from customer engagements to identify sales patterns, blockers, and opportunities; share with MCAPS to shape better sales strategies.
* Knowledge Transfer to Sales Roles: Work with enablement teams to scale knowledge through deal coaching and training.
* Thought Leadership: Be a leading industry expert, driving awareness and adoption through events, articles, and best practices.
Key Outcomes
* Increase ADS share of ACR in MACC agreements / MACC accounts.
* Enhanced consistency and effectiveness in CDO engagements across time zones.
* Documented best practices and winning formulas for CDO engagements.
* Successful execution of Data & AI solution plays, driving business growth and customer success.
Qualifications
Required/Minimum Qualifications (RQs/MQs)
* Bachelor's degree in Computer Science, Information Technology, Business Administration, or related field
* OR equivalent combination of education and growing 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 usage trends, licensing and deal negotiation experience, understanding of partner ecosystems, and leveraging partner solutions.
* Executive Presence: Selling to senior decision makers by aligning business value and cost savings with strategic opportunities.
* Collaborative: Orchestrate virtual teams to pursue opportunities and lead through influence.
* Consumption Business Strategy / Project Management: Experience with cloud adoption methodologies for migration projects.
* Deep understanding of the Microsoft Data platform and Azure Data & AI Services.
* Competitive Landscape: Knowledge of enterprise software solutions and cloud & AI competitors (AWS, GCP).
* Microsoft Partners: Ability to leverage partner ecosystems to solve customer needs.
Compensation
For Austria Only: The salary for this role is starting from EURO 182,600 per annum depending on experience.
EEO Statement
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 (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. 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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