Cloud Sales Specialist

As a
**Data & AI Specialist** you will be a solution sales expert within our corporate sales organization working with our key managed customers. You will collaborate with a team of technical, partner, and consulting resources to advance the sales process and exceed quarterly Data & AI revenue targets in your assigned accounts.

**Key Areas of Responsibility**

**Sales Execution** - Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline. Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches junior team members in deal plan execution, and implements close plans.

**Scaling and Collaboration**:

- Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies. Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer.

Technical Expertise

**Delivers Results Through Teamwork**:

- Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.

**Role Model Microsoft Values**:

- Treats others with fairness, respect, empathy, and compassion. Models compliance and represents the Microsoft Values and the One Microsoft culture.

**Responsibilities**:
. Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.
- Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.
- Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
- Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.
- Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements 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.

**Qualifications**:
**Importante - Read Before Apply**:
. Technical Academic Background / MBA required

. SQL and Cloud Data Services Background required (Technical Interview)

. Consistent Pre Sales / Sales Experience required

. Native Brazilian Portuguese Speaker preferred

. Advanced/Fluent English Speaker preferred

. 50%-75% Travel

**required**

**. 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 project cost estimates and demonstrate Cloud economic value to customers
**preferred**

**. Consumption Project Management.**
***
**preferred**

**. Collaborative.**
***Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
**