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 to achieve our mission.
The Data and AI team acts as trusted advisors and Analytics, Data & AI subject matter experts with core capability and expertise in Data Modernization, Analytics and AI.
We work with customers to leverage data to help them achieve their business priorities and help guide customer’s journey through Analytics-led Azure Data transformation.
We also support customers in evaluating their applications and business requirements, recommend solutions that meet their requirements, and demonstrate these solutions to win the technical decision.
As a Data & AI Specialist you will be a solution sales expert within our enterprise sales organization working with our most important 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- Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers / partners at events, acts as a subject matter expert in one or more solution area(s).
Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and / or services and implement strategies.
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.
Experiences Required :
Experience : 12-15 years experience selling business solutions to large / global enterprise customers with a focus on data platform and Analytics & AI technologies preferred .
Prior work experience in a Consulting / Solutions Sales position working with Data solutions ranging from structured / relational to semi / non structured data including Cloud-based Data Warehouse, Hadoop, Spark, Data Lake, SQL solutions required MySQL, PostreSQL, NoSQL (Mongo), and Machine Learning solutions desired.
Key Capabilities :
Sales Execution : Ability to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals.
Skilled in initiating conversations with customers on digital transformation in one or more solution areas, collaborating with account time, partners, and services, and driving incremental revenue growth through personal campaigns or internal sources.
Scaling and Collaboration : Ability to collaborate with a network of partners and internal stakeholders to cross-sell and up-sell.
Skilled in researching and discussing with partners on customer scenarios, developing joint proposal with partners, and contributing to developing partner strategies to address gaps in partner capabilities.
Technical Expertise : Ability to position Microsoft against competitors in customer communication. Skilled in proactively providing analysis of the competitive landscape in supported solution area, evaluating opportunities, and making recommendations on pursuit or withdrawal.
Sales Excellence : Ability to engage with internal and external stakeholders on business planning. Skilled in establishing recovery action plans to improve clients' overall experience, orchestrating sales and delivery success through the account and pursuit teams, and in driving intentional selling aligned with strategic priorities.
Deliver Results Through Teamwork : Ability to identifying customer and operational needs in partnership with other teams.
Skilled in setting priorities, removing barriers and obstacles, and allocating resources.