Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Global Partner Solutions team mission is to: build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more. GPS is a sales organization accountable for the commercial partner business at Microsoft.

Azure IoT Solutions Specialist serves as our customers & partners digital transformation advisor and goaled to win the business decision makers to purchase and use our technology, using Intelligent Cloud & Intelligent edge. The IoT Solutions Specialist manages our end-to-end portfolio across edge to cloud through all stages of the sales cycle, from envisioning and build-with to deployment with our customers, or GTM and driving scale through co-selling with our partners.

You will partner closely with all types of IoT partners and stakeholders across Microsoft including Corp and field teams across EOU, WCB and GCG to demonstrate and prove our solutions, and allow the team to achieve/exceed quarterly Azure consumption & units targets in your assigned accounts and beyond. Being part of the Global Black Belt team will allow you to maintain and develop your IoT expertise across Microsoft and non-Microsoft cloud-based infrastructure technologies, showcase your expertise at various Microsoft and Industry conferences and work directly with our product engineering teams to influence the evolution of our end-to-end IoT technologies

Responsibilities

The IoT Solution Specialist is responsible for:

Sales Execution

• Bring impactful Industry insights into customer engagements and lead transformational shifts to create business value.
• Orchestrate with account teams or partners, facilitates the Account team unit (ATU) and/or Specialist Team Unit (STU to build pipeline in collaboration with partners and services.
• oDrive consumption and grow the business with strategic customers and develop strategies for driving and closing strategic and/or prioritized opportunities

Scaling and collaboration

• Lead planning and execution on opportunities with o resources and partners to cross-sell and up-sell, across solution areas, and provide feedback to the IoT partner ecosystem team on developing partner strategies.

Technical Expertise

• Lead conversations and develop strategies for best practice sharing and contribute ideas that can be instituted across Microsoft.
• Leverage and share competitor knowledge, and proactively provide analysis of the competitive landscape to provide feedback to other teams.

Sales Excellence

• Builds and transform new markets by leveraging technical and industry expertise, review feedback and set long term strategies at maintaining levels of client satisfaction.
• oAct as a thought leader and engage in Rhythm of Business (ROB) meetings to review and plan for strategic accounts and collaborate to pursue high-level potential target list of potential business.
• Manage end-to-end IoT business for accounts and opportunities, developing a portfolio and territory plan to drive intentional selling and lead forecasting
• Support Partner Development Managers with registered designs to maximize results and return on investment and qualify engagements to drive the sales.  Orchestrate internal alignment and pipeline reviews with Partner Development Managers and respective ecosystem partners to ensure solution pipeline growth. Identify new opportunities that can be repeatedly sold & generate high value for customers and high Azure IoT services consumption for Microsoft

Solution Sales Leader

• Business Leader: Disciplined in business-management, meeting sales targets and operational standards. Mentor other sellers by prompting them to engage the customer early with new insights. Demonstrated experience influencing senior stakeholders within customer and own organization. Excellent territory, opportunity and pipeline management, including the ability to improve the sales process and being Data-driven, independent thinker who can operate within a broad framework.
• Solution Expert: Deep understanding of unique solution area value, key areas of differentiation, and knowledge to create industry-centric use cases for the solution area.
• Business Value Seller: Proven record of effective account management, particularly demonstrating coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and; coaching the customer through business case creation, approval, and stakeholder buy-in.
• Technical Acumen: Experienced at driving solutions to full production roll out and solving technical challenges encountered through the project implementation. Strong synthesizer of tools, services and resources with own expertise to build complete end to end solutions.
• Audience Credibility: Has credibility with key decision makers within our customers. Ability to influence target decision makers such as Business Decision Makers, Operational Technology Leaders, Data Scientist etc.
• Social Seller: Builds a strong and active business network that stretches and influences far beyond themselves, including leveraging social selling tools such as LinkedIn Sales Navigator.
• Excellent Communicator and Collaborator: Strong relationship building, negotiation, organizational, presentation, written, and verbal communication skills. Ability to effectively collaborate across teams and drive meaningful outcomes with corporate, field, partner and customer stakeholders.
• Purposeful Planner and Orchestrator: Builds a purposeful sales plan with a bold ambition to identify and capitalize on transformational shifts in the market and leads plan orchestration and execution across a v-team through influence.
• Skill Enablement: A passion for and demonstrated capability of scaling own knowledge with others and building organizational capability in a targeted solution area.
• Knowledge of Cloud Platform: Strong understanding of Cloud Platforms (infrastructure components, security) and its Analytics capabilities and role it plays in IoT solutions.
• Addressing Industry Scenarios with Technology: Demonstrated effectiveness in landing technology scenarios in industry-relevant ways and credibility to lead and influence niche industry conversations.
• Competitive Landscape: Firm understanding of Microsoft's IoT technologies relative to major competitors.
• Partner Knowledge: Strong understanding of the IoT partner ecosystem and the ability to leverage partner solutions to solve customer needs
• Ability to Travel (30%)                                                                          

Qualifications

Requirements:

• Sales Experience: 5+ years recognized and rewarded experience selling business solutions to large/global enterprises required
• IoT Experience: 1 - 3 years of IoT selling experience in enterprise public cloud-based solutions
• Bachelor's degree in Computer Science, Information Technology, or related field preferred.
• Master’s degree preferred
• Certification in sales, sales management, complex sales training, sales methodologies, or consultative selling preferred
• Certification in IoT, cloud platform technologies, cloud architecture or information security preferred.

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.