The Cloud Specialist at Microsoft leads our most challenging customers in helping solve key business objectives with our Data & AI Solutions.
Embracing a challenger mindset, the successful Cloud Specialist engages new customers, builds, identifies, drives, orchestrates and closes opportunities with customers that produce transformative business outcomes based on scenarios for Data & AI.
The Cloud Specialist drives Digital Transformation Data & AI business opportunities in new customer accounts in the Corporate segment.
The Cloud Specialist partners with Microsoft Account Executives (AEs) to identify new customers in the territory and then in conjunction with Microsoft qualified partners, builds and drives the opportunities to closure.
Also, Cloud Specialists should have Level 300 understanding of Data & AI offerings to provide insightful engagements with differentiated solutions.
The Cloud Specialist core accountabilities include :
SMC Corporate New Data & AI Customer Acquisition revenue
Accountable for driving new Data & AI customer adds in corporate segment sales territory
Data & AI Revenue in defined Sales Territory
Data & AI New Customer Adds & Associated revenue
Engage with key stakeholders to drive Data & AI revenue in complex deals
Strategic Opportunity Sales Plan of new customers deals : Actively participate in the territory planning process with the virtual sales and partner teams to prioritize accounts by revenue and products.
Secure new customer wins for Microsoft Cloud through Data & AI : Maximize up-sell and cross-sell opportunities collaborating with Partner resources to present Microsoft’s Cloud solution value propositions that align to customer’s business objectives and IT initiatives
Contribute to the development of Microsoft’s World Class Sales Organization : Be committed to learning the customer’s business and your professional growth.
Develop a Level 300 knowledge of Data & AI and Level 200 on all other Microsoft’s Cloud solutions while leveraging all training resources.
Leadership : Focus on new customer acquisition. Build coalition of support at C-level both inside Microsoft and with customer.
Define digital outcomes and path to attain. Show leadership among entire account team. Direct clear opportunity ownership and support.
Increase technical and industry acumen delivering innovative ideas to accelerate customer success in the cloud.
Excellence in Execution : Consistent, repeatable achievement of revenue, customer acquisition and consumption targets.
Leverage and usage of key business insights to elevate customer conversation and action.
Orchestration of resources to win through and with partners : Work together with the One Commercial Partner (OCP) organization to determine the health of co-selling process within the region, and address partner capacity and capability needs;
Work with Inside Sales to drive sales discipline and specialization; Engage Product Marketing to drive the right value proposition to customers;
Work in unison with Software Asset Management & Compliance engagement manager, Finance, etc to drive One Microsoft alignment, execution, and results through business partners and via extended v-teams.
Demonstrated ability to consistently exceed quota by driving deals within a Partner ecosystem.
Expertise in solution selling techniques and selling cloud-based solutions.
Strong knowledge of the Microsoft Cloud Solutions, particularly Data & AI and their value proposition and differentiation; preferably L300
Experience in building strong, collaborative customer relationships with line-of-business and technical roles.
Ability to navigate a customer through sales negotiations and technical presentations in person and remotely.
Solid knowledge of the business, customers, partners, Microsoft strategy and how they work together.
Able to qualify sales opportunities and position partners in the overall sales process.
Demonstrated business communication skills in the local language.
Passion for technology as an enabler for a company’s growth.
Bachelor degree : Required (Computer Science, similar information technology-related discipline or Business Administration)
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.
Benefits / perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.