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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 achieve our mission.
A role like this may very well be the pinnacle of your career. Be part of a dynamic, world-class community that will enable you to learn, collaborate, and contribute with the top minds in the industry. You will build and foster strategic relationships with the c-suites of the most impactful brands in their respective industries and will be at the forefront of their digital transformations. Envision working jointly with these customers to merge business vision with engineering roadmaps to enable market-making innovations. Be the visionary that takes their leaders on a journey but use your industry and business acumen to make those dreams of today, tangible business outcomes of tomorrow. All of this will require you to orchestrate a large, global, internal team that you will lead through influence without authority, and together, you will challenge things that were never thought possible.
You will be the Customer Outcomes leader who sets the strategy & direction, drive action, and progress toward strategic objectives and value realization, by solving for the customers business outcomes with multi-year goals
Industry Sales Leadership. With your vision, demonstrate Business Value across clouds and solution areas by becoming deeply embedded in the customer’s industry and business. With your Industry and Business acumen, you will execute on this strategy on a joint account plan to act on the customers business outcomes and to capture the total available market. Having a direct impact on Microsoft Revenue and the Customers transformation, you will own the Strategic Trusted Relationship & Design Thought Leadership enabling business transformation & innovation.
**Responsibilities**:
Accountabilities include but are not limited to;
- Owning customer account plans, and business relationships, and lead on commercials
- Creation of Microsoft cloud pipeline and opportunity pursuit, with depth on Azure workloads
- Create and lead on the long-term engagement strategy for Unicorn customers
- Lead and support the team in customer engagement and own the sales process
- Identify and qualify opportunities for growth and engage the relevant services or partner resources to drive opportunities
- Lead regular meetings and maintains a rhythm with C-Suite within Unicorn customers.
**Qualifications**:
+ years of strategic business development in startup/Unicorn ecosystems of innovators, incubators, funders, focused on “born-in-the-cloud” enterprises. Equally considered will be 5+ years of experience driving digital transformation or cloud consumption from within digital startup organizations.
Experience in innovation or startup/Unicorn ecosystem environments. Familiarity with funding models, higher education innovation models & patents, and government/economic development programs would be an asset.
With the support of deep Azure technical specialists in the immediate team, can drive joint technical strategy with startup Enterprise customers in MS Cloud, including facilitating direct linkages to MSFT Research and Engineering where relevant.
Expertise in understanding and addressing the business value of the MS cloud platform portfolio and a firm understanding of MS strategies and products to MS major competitors. Ability to carry out customer technical demonstrations as part of the sales process and familiarity with Microsoft App Innovation portfolio (Azure App Platform, PowerApps, GitHub/DevOps and Visual Studio) as one of the fastest growing businesses inside the Azure.
Demonstrated ability to understand how startup businesses grow and mature their commercial models (including, but not limited to, portfolio management, P&L ownership, business planning)
Fundamental understanding of the partner ecosystem required to support Enterprise startup/Unicorn customers, go-to-market maturity models include co-selling, co-branding, and co-marketing.
Proven history of high attainment in technical sales roles over the course of your career.
Bachelor’s degree required; MBA or MA (LOB may be best served with MA in things such as organizational psych, marketing, etc.,) preferred; or equivalent experience
An industry mastery of any kind is helpful (i.e. Government, Education, Healthcare, Financial Services, Retail, Manufacturing, Automotive, Telco, Media, Oil/Gas/Energy, etc.)
Adaptable communication style: The ability to adapt one's behavior to different people and situations, while recognizing, acknowledging and understanding different perspectives, modeling a global growth mindset with intercultural awareness.
Benefits/perks listed below may
