The manufacturing industry is transforming towards new digital businesses and the Azure Specialist role is at the leading edge of this digital transformation journey with our customers.
We are looking for a technical skillset combined with a sales character to complement Microsoft’s Intelligent Cloud Team Manufacturing : this role takes responsibility and ownership for Solution Sales of Cloud Infrastructure for three of our leading Manufacturing Accounts.
We are looking for an entrepreneurial mindset in a corporate world of enterprise business which brings technical expertise, industry experience and passion to achieve more within a strong team!
This role is operating at a strategic level with customers (line of business and IT), with deep engagement and understanding of the industry business opportunities, strategic challenges across the value chain and how Microsoft cloud technology can address these challenges.
The role is seen as subject matter expert for the Azure Platform capabilities, the processes within the manufacturing industry and the digital transformation happening today and tomorrow.
The role is positioned as a leader of the industry focused sales team, brings technical expertise and creates partnerships within our ecosystem.
It’s a trusted advisor with relationships to key customer business decision-makers, helping them to build the program of digital transformation change with our technology.
Together with other experts, at Microsoft and its Partners, this role contributes to the overall success to enable our cloud platform business.
The role delivers growth of Microsoft Azure Consumption while positioning customer specific answers that solve challenges and digitally transform its business and service models.
The candidate will also closely be aligned with the worldwide industry strategy team, product engineering, and working with marketing to share best practices and customer references within your business network.
Primary 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 portfolio analysis) or internal sources Marketing).
Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams 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 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.
Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams Account Executives) in communication with business or subject matter decision makers at the customer's / partner's business.
Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration
Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell products, solutions and services.
Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners.
Implements partner strategies to scale the business.
Applies the orchestration model to leverage relationships with stakeholders and partners Enterprise Operating Unit).
Working with Microsoft consulting services and partners idenitifed by the Industry Solution Executives to build out Microsoft industry solution portfolio / map, to comprehensively solve business challenges
Working closely with the Account Leadership Team, the Cloud Solution Architects to run Proof of Concepts and to close deals
Engaging with IT and business decision makers to pursue and lead new qualified business opportunities through industry solutions
Leading virtual opportunity team on industry solution opportunities driving Azure Infrastructure
Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events.
Initiates conversations with prospective customers / partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).
Researches competitor products, solutions, and / or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication.
Drive Microsoft cloud services growth through industry focused Azure solutions
Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients overall experience.
Shares feedback with account teams.
Collaborates with extended sales team, partners, and marketing to conduct business analysis whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.
Completes required training and obtains relevant product and role certifications aligned to the role and workload / industry.
Providing insight and feedback from customers and partners to the worldwide industry teams to help learning and improvement in industry solutions and digital transformation
Operational excellence in sales discipline such as forecasting and reporting
Experiences Required : Education, Key Experiences, Skills and Knowledge :
Proven experience selling to business roles
Experience in Cloud Selling
Beneficial : Personal network to manufacturing stakeholders and industry partners
Industry specialized sales or consulting position within an IT Consulting or Services company,
or as cross-entry from a manufacturing company
Solution sales or consulting position in a competing or partner company
Fluent German and English is mandatory
Required / Minimum Qualifications
Proven technology-related sales or account management experienceOR Bachelor's Degree in Information Technology, or related field AND proven technology-related sales or account management experience.
Additional or Preferred Qualifications
Demontrable technology-related sales or account management experienceOR Bachelor's Degree in Information Technology, or related field AND demonstable technology-related sales or account management experience.
Proven solution or services sales experience.