Digital Solution Area Specialists-Azure

2 weeks ago

Shanghai, Shanghai, China Microsoft Full time

Overview

This is a senior Azure Solution Specialist position in PRC SMC. Defined roles as follows:

Customer engagement

Brings impactful customer 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 with a challenger mindset that accounts for customers' business needs and priorities. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements.

Account management from the responsible solution perspective

Manages the end-to-end business for managed accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors junior team members.

Scaling and collaboration

Leads the planning and execution on opportunities with resources and partners to cross-sell, up-sell, and co-sell. Identifies, leverages, coordinates partners and resources in Azure solution area, and supports on-boarding new partners. Validates partner solution relevance for customers. Provides input and feedback to prioritized partners, and connects the partner ecosystems to scale business results.

Qualifications

Required/Minimum Qualifications

Experience in cloud computing companies as sales with proven success. Technical intensified, a trusted advisor to customers. A life-time learner, sharp in cloud marketing development. A good team player. 9+ years of technology-related sales or account management experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications

English proficiency. Know how to collaborate with stakeholders in a global organization.

Responsibilities

Sales Execution

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) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs. Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders. Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions. Proactively builds external stakeholder network and leverages internal partners to engage external stakeholders. Acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/ partner's business. Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/ partners. Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure. Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.

Scaling and Collaboration

Leads the sales orchestration to proactively drive deal closure by identifying and aligning internal stakeholders as well as leveraging and expanding relationships with partners. Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.

Technical Expertise

Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.

Sales Excellence

Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation. Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for managed accounts across territories. Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and validates opinions and perspectives from business analysis. Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.

Other

Embody MS and value D&I. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

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