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.
Overview
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 drives the adoption of Azure Data & AI Services, with a particular focus 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 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 insights from engagements.
* Strategic Relationships: Establish trusted advisor relationships with senior executives (CDO, CIO, CISO, CTO) in top accounts, delivering value through Azure-led innovation and shaping CDO community forums and executive platforms.
* Drive Data & AI Platform Standardization: Influence CDOs to standardize on 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; target increase of ADS share of ACR in MACCs and win new MACCs.
* Remove blockers and accelerate sales: Identify and resolve roadblocks, contribute to deal strategy with deep expertise in top partner offerings, pricing, use cases, and value articulation for the assigned area.
* Win Over Competitors & Secure Commitment: Coach on competitive strategies to win against major Public Cloud hyper scalers and secure business commitments.
* Incubation to Mainstream: Identify repeatable sales patterns and scale them across the field.
* Sales Strategy Feedback Loop: Collaborate with Go-To-Market to capture insights from customer engagements and field feedback to shape better sales strategies for the field.
* Knowledge Transfer to Sales Roles: Work with enablement to scale specialist and sales leaders through deal coaching and knowledge sharing.
* Thought Leadership: Drive awareness and adoption through speaking at events, publishing articles, and sharing 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
Note: Strong emphasis on replacing strong with bold formatting is avoided. See items below for required 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 highly experienced 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.
* Preferred Qualifications (PQs):
* Sales Account Planning and Management: pipeline management, analysis of usage trends, large licensing and deal negotiation, 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 and influence virtual teams across sales/technical/partner groups.
* Consumption Business Strategy / Project Management: experience with cloud adoption methodologies to structure 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 (e.g., AWS, GCP).
* Microsoft Partners: understanding of partner ecosystems to leverage partner solutions for customer needs.
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 (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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