As a Specialist Customer Acquisition, Azure, you will be a solution sales leader within our enterprise sales organization working with our most important partners and customers. You will lead a virtual team of technical, partner and consulting resources to advance the sales process and achieve/exceed Azure sales and usage/consumption targets for application and infrastructure across priority workloads in your assigned accounts/territories.  You will build and maintain relationships with partners and customers, influence long-term strategic direction and act as a trusted advisor driving engagement with partner business leaders as well as with customers at the CXO level, software developers, and IT architects. You will assist partners in selling best practices, engage in partner led sales opportunities, help customers evaluate our cloud platform for their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive partner and customer satisfaction. 

Responsibilities

Sales Execution

• Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. 
• Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). 
• 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 technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. 
• Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
• Implements strategies to help accelerate the closing of deals in collaboration with other team members.

Scaling and Collaboration

• Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell products, solutions and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Implements partner strategies to scale the business.
• Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).

Technical Expertise

• Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events.
• Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).
• Researches competitor products, solutions, and/or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication.

 Sales Excellence

• Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).
• Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell products, solutions and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Implements partner strategies to scale the business.
• Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
• Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients overall experience. Shares feedback with account teams.
• 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 pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.

Qualifications

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Information Technology, or related field AND some experience in technology-related sales or account management experience.
• Experience in selling cloud technologies

Additional or Preferred Qualifications

• Proven years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND good technology-related sales or account management work experience in cloud technologies

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.