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The Azure IoT Solutions Specialist serves as our customers & partners digital transformation advisor and goaled to win the business decision makers to purchase and use our technology, using Intelligent Cloud & Intelligent edge. The Azure IoT Solutions Specialist manages IoT opportunities through all stages of the sales cycle, from envisioning and build-with to deployment with our customers, or GTM and driving scale through co-selling with our partners. You will partner closely with all types of IoT customers, partners and stakeholders across Microsoft including corp and field teams across EOU, WCB and OCP to demonstrate and prove our solutions, and allow the team to achieve/exceed quarterly Azure consumption targets in your assigned accounts. Being part of the Global Black Belt team will allow you to maintain and develop your IoT expertise across Microsoft and non-Microsoft cloud-based infrastructure technologies, showcase your expertise at various Microsoft and Industry conferences and work directly with our product engineering teams to influence the evolution of our IoT technologies.
Responsibilities
The impact you’ll be making
(35%) Trusted Advisor : Build credibility by reframing the customers & partners perception of how to build their solution roadmap, competitive challenges, services vision and create differentiation strategies, with having the solution sales motion in mind throughout the build process. Intensify the business consequences and provide quantifiable measures showing cost of inaction and share stories & case studies. Demonstrate the value of taking action and build trusted IoT End-to-End subject matter expert position in depth through a deep understanding of the customers & partners cloud strategy and business imperatives. Maintain a deep knowledge of the IoT market as well as industry trends. Provide GTM and on-boarding assistance as needed and achieve and exceed Azure consumed revenue targets. Support in recruiting and activating regional partner ecosystem to drive IoT sales.
(25%) Sales Opportunity Management: Drive the regional Azure services pipeline for Azure IoT. Accurately forecast Azure opportunities in collaboration with EOU, WCB & OCP. Drive Proof of Value projects to validate solutions, business potential and estimate ROI. Work with customers & partners to build a plan to increase sales of Azure services. Support Partner Development Managers with registered designs to maximize results and return on investment and qualify engagements to drive the sales. Orchestrate internal alignment and pipeline reviews with Partner Development Managers and respective ecosystem partners to ensure solution pipeline growth.
(20%) Business Development : Identify new IoT opportunities that can be repeatedly sold & generate high value for customers and high Azure IoT services consumption for Microsoft. Deliver business model & transformation workshops with our partners & customers to enable them to accelerate their digital transformation with Microsoft solutions. Lead repeatable solution creation, which serves the needs of our designated vertical industries - Manufacturing, Energy, Smart Spaces, Retail & Healthcare. Establish deep relationships with key business and technical stakeholders that have the power to drive long-term cloud adoption within their company.
(20%) Organization Leadership: Own all-up Azure sales motion with cross-segment team including EOU, WCB, OCP ecosystem adoption of Azure IoT for the customers & partners in the region. Lead a virtual team of technical, marketing, partner, and consulting resources to advance the sales process and achieve/exceed quarterly Azure revenue and usage/consumption targets in their region while identifying opportunities to pull through additional Microsoft software and services. Collaborate on Account & Territory plans and establish close alignment with MSFT segments teams across the region to generate leads on the IoT device-to-cloud solutions, advocate partners, and provide feedback to Corp teams and Regional IoT cross segments. Build capability in the broader seller community to drive IoT solutions with customers, by coaching, mentoring, sharing best practices and delivering training activity.
Qualifications
Who we are looking for
Consummate Professional
Sales Experience: 3+ years recognized and rewarded experience selling business solutions to large/global enterprises required, 5 years preferred .
IoT Experience: 1-2 years of IoT selling experience in enterprise public cloud-based solutions preferred.
Bachelor's degree in Computer Science, Information Technology, or related field preferred .
Certification in sales, sales management, complex sales training, sales methodologies, or consultative selling preferred.
Certification in IoT, cloud platform technologies, cloud architecture or information security preferred.
Solution Sales Leader
Solution Expert: Deep understanding of unique solution area value, key areas of differentiation, and knowledge to create industry-centric use cases for the solution area.
Business Value Seller: Proven record of effective account management, particularly demonstrating coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and coaching the customer through business case creation, approval, and stakeholder buy-in.
Technical Acumen: Experienced at driving solutions to full production roll out and solving technical challenges encountered through the project implementation. Strong synthesizer of tools, services, and resources with own expertise to build complete end to end solutions.
Audience Credibility: Has credibility with key decision makers within our customers. Ability to influence target decision makers such as Business Decision Makers, Operational Technology Leaders, Data Scientist etc.
Social Seller: Builds a strong and active business network that stretches and influences far beyond themselves, including leveraging social selling tools such as LinkedIn Sales Navigator.
Excellent Communicator and Collaborator: Strong relationship building, negotiation, organizational, presentation, written, and verbal communication skills. Ability to effectively collaborate across teams and drive meaningful outcomes with corporate, field, partner, and customer stakeholders.
Purposeful Planner and Orchestrator: Builds a purposeful sales plan with a bold ambition to identify and capitalize on transformational shifts in the market and leads plan orchestration and execution across a v-team through influence.
Skill Enablement: A passion for and demonstrated capability of scaling own knowledge with others and building organizational capability in a targeted solution area.
Knowledge of Cloud Platform: Strong understanding of Cloud Platforms (infrastructure components, security) and its Analytics capabilities and role it plays in IoT solutions.
Addressing Industry Scenarios with Technology: Demonstrated effectiveness in landing technology scenarios in industry-relevant ways and credibility to lead and influence niche industry conversations.
Competitive Landscape: Firm understanding of Microsoft's IoT technologies relative to major competitors.
Partner Knowledge: Strong understanding of the IoT partner ecosystem and the ability to leverage partner solutions to solve customer needs
Ability to Travel (25%)
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form at https://careers.microsoft.com/us/en/accommodationrequest .
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.