Azure Sr. Sales Specialist

**Primary accountabilities for this role include**
- 30% of your time will be spent with customers developing new Azure migration and modernization consumption engagements which align to the customer’s technical and business strategy. You will work with partners and others at Microsoft, as well as use our core tools and targeted account lists to identify and engage prioritized customers. You will be required to be disciplined in business-management, adaptable to a culture of accountability and build a strong and active business network.
- 60% of your time will be spent on being the key technical leader with an outstanding Cloud Economic knowledge, trusted advisor and influencer in shaping customer decisions to commit and adopt Microsoft Azure and Infrastructure solutions. You will win the customers’ technical and business decision for consumption projects and usage scenarios through tailored messaging, providing guidance on cost saving benefits like AHB (For Windows and Linux), technical discussions, and aligning the appropriate solutions partners, programs and resources to guide them in decision making and consumption plans. You will lead standard technical demonstrations of Azure solutions to explain and prove the capabilities of Microsoft Azure relative to the customers business and technical objectives. These efforts will accrue to developing with your Cloud Solution Architect counterpart the minimum viable product (MVP) solutions which will accelerate deployment to Azure with support of other technical roles including Azure Partners.
- 10% of your time will be spent on influencing the Microsoft Azure Infrastructure go-to-market strategies by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers. You will be recognized for sharing, learning and driving work that results in business impact for customers, partners and Microsoft. We encourage thought leadership, and we encourage all our employees to continuously maintain and enhance their technical, business value, sales, professional skills and competitive readiness. You will therefore be required to attain and maintain required certifications.
**Responsibilities**:
- Accountable for driving new engagements by delivering Azure competitive positioning for Azure Infrastructure workloads. As a unique competitive edge position Security (Azure Defender), Hybrid, Apps and Support to enrich the Infrastructure solution
- Generate and maintain a qualified consumption engagement pipeline by executing against account/territory plans and the FY22 sales priorities Azure Infrastructure Checklists
- Proactively deliver solution demonstrations, whiteboarding, etc. of Azure Infrastructure platform and services to gain customer commitment through an MVP (Minimum Viable Product) and/or a Business Case.
- Work closely with your territory aligned CSA (teaming across all MSX stages) and GBB to support delivery of technical proof and MVP required to win the technical decision
- Drive customer transformation, win against competition and be the leader for Azure Migration & Modernization Win and drive engagements for Azure Infrastructure partnering closely with ATU/CSU and other Solution Areas Engage high propensity customers, build pipeline and accelerate success by securing customers business commitment to attain the ACR targets
- Win the Customer Cloud transformation Decision: Win new Azure migration and infrastructure projects through strong technical knowledge. Lead with business value and Cloud Economics to win new projects aligned to the Azure Infra Sales Priorities. Have the customer centric approach by landing holistic solutions including Unified Support, Linux, AVS, AVD, Hybrid and Azure Defender for Security
- Accelerate and win through Partners/MCS and Programs Accelerate projects to consumption by planning/executing with partners/ MCS in collaboration with CSU. Leverage AMMP including Proactive Proposals and RFP desk to compete, win and accelerate deals
- Lead and live our sales culture transformation through the adoption of role-specific activities, behaviors and habits
**Qualifications**:
**Professional**
- ** Account Management.** Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation **required**:
- ** Executive Presence.** Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
- ** Problem Solver.** Ability to solve customer problems through cloud technologies **required**:
- ** Business Value.** **Able to utilize tools such as the Azure Pricing Calculator, Azure ROI Tool, and Azure TCO Tool to generate consumption

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