In the Small, Medium, Corporate (SMC) and Digital Cloud Acquisition (DCA) organization, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SMC and Digital Cloud Acquisition organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Cloud Acquisition priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Cloud Acquisition organization and the value we deliver to our customers, partners, and one another, every day.

　　As a Digital Sales Representative - Azure, you are a business leader with technical expertise working with our most important managed customers. You will lead a virtual team of sales, technical, and services resources to help customers realize digital transformation through cloud computing achieve/exceed quarterly Azure consumption targets for related workloads in your assigned accounts. You possess both a high emotional intelligence with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion to learning how Azure cloud services can deliver digital transformation. You will develop and maintain an Azure 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 C-suite 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.

　　This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

　　Responsibilities

　　Customer Engagement

　　Closes large, multi-cloud complex deals with multiple decision makers. Executes high levels of pipeline hygiene. Leads pipeline reviews for the team. Prioritizes customers to contact based on gathered intelligence and automated sources. Keeps accurate and complete documentation of customer contacts. Identifies sources of information for customer intelligence. Demonstrates actively driving pipeline progression. Increases multi-cloud cross-selling results. Provides customer insights for impactful business change.

　　Dispositions quality leads appropriately and in a timely manner. Meets expected activity levels to reach targets (e.g., calling customers on leads, appointment booking, email follow ups). Gathers and assimilates additional data and insights to inform lead dispositioning. Shares and seeks best practices in lead management. Prepares and delivers multiple demos and execution with a breadth of technical topics.

　　Regularly achieves and/or exceeds targets for wins and revenue with consistent above average performance in market/solution area. Lands complex multi-cloud deals with high customer focus. Develops and shares methods for contacting customers and follow ups. Demonstrates disciplined approach to managing complete funnel in order to achieve targets.

　　Consistently grows average deal size through cross sell, upsell, and customer focus. Drives resolution of blockers to help customers make decisions favoring Microsoft products and services. Aligns appropriate partners to drive best solutions for customers. Prepares and share best practices across regions. Drives deeper conversations with customers regarding digital transformation and alignment to Microsoft solutions. Leverages competitive insight in customer

　　engagements. Actively leverages marketing insights to drive holistic customer conversations.

　　Internal Engagement

　　Provides coaching to new hires. Proactively provides positive and constructive feedback on process, programs, culture, and areas of focus for potential improvement. Participates in v-team tasks related to driving improvements. Shares information with stakeholder groups to drive improvement. Shares customer insights with manager, peers, and cross-workload.

　　Acts as a subject matter expert in a chosen area and shares best practices and insights with other team members proactively and consistently. Acts as a mentor for new hires. Expands onboarding activities to broader teams. Leads a stretch project. Coaches team on selling. Covers for manager when needed. Motivates and uplifts others. Provides kudos, praise, and recognition to teammates. Promotes inclusion by leveraging and executing best practices. Partners with peers from different teams to share ideas and best practices. Demonstrates curiosity in seeking out best practice. Expands network of experts.

　　Reviews plans with manager on regular cadence. Has regular one-to-one meetings to review progress and status against targets. Participates in team meetings, all-hands as needed. Proactively provides feedback on potential improvements. Iterates on processes to drive improvement. Stays abreast of product knowledge, company news, and market trends. Follows processes with rigor and timeliness, in accordance with pipeline management and target achievement. Recognizes current state and takes action appropriately to improve or course correct as needed. Shares perspective to drive operational improvement.

　　Complies 100% with Digital Cloud Acquisition and Microsoft-wide processes. Elevates compliance concerns as needed.

　　Leveraging Others

　　Completes all required training. Completes optional/recommended training (e.g., deeper solution area training/certifications). Seeks and achieves stretch learning projects. Creates and manages Personal Development Plan (PDP) in partnership with manager. Conducts regular reviews with manager. Seeks and achieves stretch projects or learnings. Learns to prepare and deliver multiple demos with a depth of technical topics.

　　Executes Digital Sales excellence through use of tools such as LinkedIn, PointDrive, and Elevate to better identify, connect, and engage with customers and key decision makers and promote professional brand.

　　Works across partners and internal teams to deliver positive customer experience. Increases scale and productivity through partners. Works with mentor outside Digital Cloud Acquisition. Explores new ways of execution, and leverages best practices shared by others. Proactively identifies opportunities to leverage deal-winning resources as appropriate (e.g., business desk, Digital Win Room [DWR], End Customer Investment Funds [ECIF]). Manages conflict and resolves by finding common ground and agreed-upon path forward.

　　Qualifications

　　Required/Minimum Qualifications

　　6+ years technology-related sales or account management experience

　　OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 3+ years sales and negotiation experience or related work or internship experience.

　　3+ years of demonstrated experience selling complex, cloud-based solutions to commercial customers

　　Competitive Landscape - Knowledge of cloud platforms.

　　Additional or Preferred Qualifications

　　7+ years technology-related sales or account management experience

　　OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years sales and negotiation experience or related work or internship experience

　　OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 1+ year(s) sales and negotiation experience or related work.

　　3+ years of solution sales or consulting services sales experience

　　Subject matter expertise in any of the following:

　　SQL including OSS (postgres, MySQL etc), Azure SQL , NoSQL Databases including OSS (Maria, Mongo etc), Cosmos DB

　　Big Data including SQL DW, Snowflake, Big Query, Redshift

　　Advanced Analytics including Azure Data Bricks, visualization tools as PowerBI, Tableau

　　Data Governance , Data Engineering ,Data Science

　　Machine Learning including Azure ML, ML Server

　　Artificial Intelligence including BOT framework, Cognitive Services, Cognitive Search

　　Expertise in data estate workloads like HDInsight, Hadoop, Cloudera, Spark, Python

　　Competitive Landscape - Knowledge of cloud development platforms.

　　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 (https://careers.microsoft.com/us/en/accommodationrequest) .

　　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) .