We are looking to hire a Azure Infrastructure Sales Specialist - to join Microsoft Federal National Security Group.As an Azure Infrastructure Sales Specialist, you are a senior business leader with deep technical experience within our enterprise sales organization, working with our most important customers. You will lead a virtual team of sales, technical, and services resources to help customers realize digital transformation through cloud computing.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. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources – including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment – Civilian, Defense, or intelligence community.ResponsibilitiesA core competency of the role is to advance the engagement process to achieve/exceed quarterly Azure Infrastructure consumption targets for related workloads in your assigned accounts. You possess both a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion to learning howAzure cloud services can deliver digital transformation. You will develop and maintain an Azure Infrastructure and application migration expertise, able to identify projects, build a compelling business case, and drive the consumption project to production. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with technology decision makers.You will help customers evaluate their cloud strategy, determine approaches to application and data migration and modernization, and recommend solutions that meet their requirements. You will remove roadblocks to deployment and drive customer satisfaction.Primary accountabilities for this role include
30% of your time will be spent with customers developing new Azure 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 active business network.
60% of your time will be spent on being the key technical leader, trusted advisor and influencer in shaping customer decisions to buy and adopt Microsoft Azure and Infrastructure solutions. You will win the customers’ technical decision for consumption projects and usage scenarios through tailored messaging, technical discussions, and aligning the appropriate solutions partners, programs and resources to guide them in decision making and consumption plans. You will lead 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 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, sales, professional skills and competitive readiness. You will therefore be required to attain and maintain required certifications.
Professional Experience. 5-7 years’ experience selling business solutions to large/global enterprise customers with a focus on application and infrastructure technologies required
Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs 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 economic value to customers
Consumption Project Management. Experience leveraging cloud adoption methodologies and frameworks to structure application migration projects preferred
Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
Other
Embody our culture and values
QualificationsRequired/Minimum Qualifications
5+ years technology-related sales or account management experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience.
Other RequirementsThe successful candidate must have an active U.S. Government Top Secret Security Clearance. Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination.Clearance Verification : This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment.Cloud Screening : Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.Citizenship & Citizenship Verification: This position requires verification of U.S citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government clearance.Additional Perferred
Certifications: Azure Admin Associate or Architect
Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $144,000 - $203,500 per year.Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-payMicrosoft will accept applications for the role until August 6, 2024.Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .
Full-time