Senior Sales Specialist - Abu Dhabi, United Arab Emirates - Talent Pal

Description

Discovers and qualifies newleads. Drives consumption with new and existing customers.Identifies market and customer needs and collaborates with internalteams to devise solutions to meet those needs. Orchestrates dealsacross multiple stakeholder groups including partners. PositionsMicrosoft solutions in competitive landscape through research andcollaboration. Utilizes industry expertise to differentiateMicrosoft solutions. Develops and manages pipeline for territoryand forecasts resource needs. Meets with customers on site todeepen relationships and solution development.
Microsoft is on amission to empower every person and every organization on theplanet to achieve more. Our culture is centered on embracing agrowth mindset a theme of inspiring excellence and encouragingteams and leaders to bring their best each day. In doing so wecreate lifechanging innovations that impact billions of livesaround the world. You can help us to achieve our mission.

Responsibilities

As an AzureInfrastructure Specialist you are a senior business leader withdeep technical and business expertise within our enterprise salesorganization working with our most important customers. A corecompetency of the role is to advance the engagement process toachieve/exceed quarterly Azure Infrastructure consumption targetsfor related workloads in your assigned accounts. You possess a highEQ with executive presence able to engage with senior decisionmakers to uncover digital transformation initiatives and a passionfor learning how Azure cloud services can deliver digitaltransformation. You will develop and maintain an AzureInfrastructure migration and modernization expertise able toidentify projects build a compelling business case and drive theconsumption project to production. You will build and maintainrelationships with customers influence longterm strategic directionand act as a trusted advisor driving engagement at the CXO levelwith business and technology decision makers. You will helpcustomers evaluate their cloud strategy determine approaches toapplication and data migration and modernization and recommendsolutions that meet their requirements. You will remove roadblocksto deployment and drive customer satisfaction.
Primaryaccountabilities for this role include.

• 30% of your time will be spent with customersdeveloping new Azure migration and modernization consumptionengagements which align to the customers technical and businessstrategy. You will work with partners and others at Microsoft aswell as use our core tools and targeted account lists to identifyand engage prioritized customers. You will be required to bedisciplined in businessmanagement adaptable to a culture ofaccountability and build a strong and active businessnetwork.
• 60% of your time will be spent onbeing the key technical leader with an outstanding Cloud Economicknowledge trusted advisor and influencer in shaping customerdecisions to commit and adopt Microsoft Azure and Infrastructuresolutions. You will win the customers technical and businessdecision for consumption projects and usage scenarios throughtailored messaging providing guidance on cost saving benefits likeAHB (For Windows and Linux) technical discussions and aligning theappropriate solutions partners programs and resources to guide themin decision making and consumption plans. You will lead standardtechnical demonstrations of Azure solutions to explain and provethe capabilities of Microsoft Azure relative to the customersbusiness and technical objectives. These efforts will accrue todeveloping with your Cloud Solution Architect counterpart theminimum viable product (MVP) solutions which will acceleratedeployment to Azure with support of other technical roles includingAzure Partners.
• 10% of your time will bespent on influencing the Microsoft Azure Infrastructure gotomarketstrategies by providing feedback to sales marketing and engineeringon current and future product requirements and sales blockers. Youwill be recognized for sharing learning and driving work thatresults in business impact for customers partners and Microsoft. Weencourage thought leadership and we encourage all our employees tocontinuously maintain and enhance their technical business valuesales professional skills and competitive readiness. You willtherefore be required to attain and maintain requiredcertifications.

Professional

• Experience. 8 yearsexperience selling business solutions to large/global enterprisecustomers with a focus on application and infrastructuretechnologies required.
• Account Management. Effectiveterritory/account management: planning opportunity qualificationand creation stakeholder and executive communication analysis valueengineering services/partner engagement opportunity managementpipeline management large dollar licensing and deal negotiationrequired
• Executive Presence. Experience and expertise selling tosenior business decision makers by aligning & reinforcingthe value of the solution to the customers overall business painand/or strategic opportunities and decision criteria.
• Problem Solver. Ability to solvecustomer problems through cloud technologiesrequired
• BusinessValue. Able to utilize tools such as the Azure PricingCalculator Azure ROI Tool and Azure TCO Tool to generateconsumption project cost estimates and demonstrate Cloud economicvalue to customers
• ConsumptionProject Management. Experience leveraging cloud adoptionmethodologies and frameworks to structure application migrationprojects preferred.
• Collaborative. Orchestrate andinfluence virtual teams to pursue sales opportunities and leadvteams through influence required

Technical

• Azure Platform.Understanding of Microsoft Azure Cloud platform withemphasis on Azure Infrastructure solutions including IaaS and PaaSbased environments and Azure based application management andgovernance. Understanding and being familiar with Windows Serverand Linux Server Licensing modelrequired
• Technical Dialog. Lead technical sessions making use ofwhiteboards or other resources to drive solution discussionsleveraging published solution architectures for commoninfrastructure implementationsrequired
• Technical Demonstration. Ability to demonstrate Azuresolutions leveraging prepackaged Azure demo environments and livedemos from the Azure Resource Manager showcasing relevant Azureinfrastructure solutions required
• Technical Frameworks. Ability toleverage technical frameworks such as the Cloud Adoption Frameworkfor Azure to guide customers and partners through the cloudadoption journey preferred
• Leadership. Experience leading largecloud engagements especially those involving Infrastructuremigration and application modernization projectspreferred
• Competitive Landscape. Knowledge of enterprise softwaresolutions and cloud and datacenter infrastructure competitorlandscape including AWS and GCP
• Partners. Understanding of partner ecosystems and theability to leverage partner solutions to solve customerneeds
• Certifications.Azure Admin Associate preferred.

Qualifications

Required/Minimum Qualifications

• 9 12 years of technologyrelatedsales or account management experience
• 8 years experience selling businesssolutions to large/global enterprise customers with a focus onapplication and infrastructure technologiesrequired.

Microsoft is an equal opportunity employer.Consistent with applicable law all qualified applicants willreceive consideration for employment without regard to age ancestrycitizenship color family or medical care leave gender identity orexpression genetic information immigration status marital statusmedical condition national origin physical or mental disabilitypolitical affiliation protected veteran or military status raceethnicity religion sex (including pregnancy) sexual orientation orany other characteristic protected by applicable local lawsregulations and ordinances. If you need assistance and/or areasonable accommodation due to a disability during the applicationprocess read more about requestingaccommodations.
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