Azure Infrastructure Sales Specialist
Overview
Our team of Azure Specialists is a high performing group committed to supporting the success of the Financial Services Sector in Canada through cloud adoption and industry specific solutions. We are part of Microsoft's Commercial Solution Area (CSA), which sets the sales strategy, leads technical sales, and operates as a hub for the Commercial Solution Areas and Support Services that power the Microsoft Cloud. We work closely with other Microsoft teams and partners, especially Account Teams, Customer Success, Marketing, and other solution areas, to ensure we are driving meet and exceed our customers' needs.
As an Azure Infra Specialist, you are a senior business leader with technical expertise within our enterprise sales organization, working with some of our most important customers in the Financial Services Sector in Canada. You will lead a virtual team of sales, technical, and services resources to help customers realize the digital transformation through cloud computing. You are a self-starter, approaching your work with a high sense of urgency and focus to drive customer value and create opportunities for you and your team to succeed. You will develop and maintain technical Azure migration and modernization expertise, able to identify projects, build a compelling business case, and drive the consumption project to production. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with business and technology decision makers.
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.
Qualifications
Required/Minimum Qualifications
- 7+ years technology-related sales or account management experience
- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.
Additional or Preferred Qualifications
- 9+ years technology-related sales or account management experience
- OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience
- OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.
- 6+ years solution or services sales experience.
- Sales Account Planning and Management: Strong and disciplined pipeline management, identification and analysis of customer usage trends, deal negotiation experience, understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
- Experience and expertise engaging and selling to senior business decision makers by aligning & reinforcing the business value and cost savings of the solution to the customer's challenges and/or strategic opportunities and decision criteria.
- Customer Obsessed. Build and develop relationships across all customers by leveraging personal, Microsoft, and partner networks. Able to demonstrate a deep understanding and empathy with drivers in the Financial Services sector, with an understanding of Financial Services in Canada.
- Collaborative. Orchestrate and influence sales/technical/support/partner teams to pursue sales opportunities and lead v-teams through influence to have a consistent and cohesive customer approach.
- Consumption Business Strategy / Project Management. Experience leveraging cloud adoption methodologies and frameworks to structure application migration projects with a focus on technical and business value.
- Cloud Platform. Understanding of Microsoft Azure Cloud platform, or other public cloud platforms, including IaaS and PaaS technologies and how they translate into business impact. Versed in secure cloud migration and modernization including hybrid, edge and multi-cloud solutions.
- Technology Landscape. Knowledge of enterprise software solutions and cloud and datacenter infrastructure trends and the impact of Artificial Intelligence on the market and industry trends.
- Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs for both ISV solutions and system integration and project delivery.
Solution Area Specialists IC5 - The typical base pay range for this role across Canada is CAD $141,000 - CAD $212,000 per year.
Find additional pay information here: Canada pay information | Microsoft Careers
Microsoft will accept applications for the role until February 19, 2025.
Responsibilities
Sales Execution
- Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
- Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along 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. Guides others on social selling. Applies Microsoft's sales process to determine the quality of the opportunity and whether to proceed and educate the customers on how to best address their needs.
Scaling and Collaboration
- Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to Global Partner Solutions (GPS) on developing partner strategies and connects the partner ecosystems to scale business results.
- Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.
Technical Knowledge
- Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
- Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.
Sales Excellence
- Drive Sales Excellence: Exceed sales / cloud consumption quota by driving pipeline management and accurate forecasting.
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