Responsibilities

• Effectively engage with BDM/ITDM within one or two Global and international accounts using insights selling to drive value-centric, solution-focused conversations to enable the discovery, qualification, acceleration, and closure of opportunities.   Develop a solid understanding of targeted customers’ business strategies, Line of Business (LOB) tactics and the IT initiatives they targeting to achieve their business goals.
• Work with the extended account teams including; Global Account Director, Account Manager(s) (AM) and Services Executive and partners during Account Planning to complete customer profiles, identify application/compete gaps, incorporate customer’s business priorities, and build a unified account/solution strategy that drives customer value and competitive differentiation.
• Works closely with the customer decision makers to identify solution decision criteria, then orchestrates the virtual team to execute the plan to deliver against the criteria (considering both 1st and 3rd party solutions).
• Ensure engagements with key roles at the appropriate phase of the Microsoft Sales Process while continuing to manage the full opportunity lifecycle.
• Manage and grow revenue within one or two global accounts for Data&AI solution portfolio.
• Create and present deliverables (targeted to address identified customer needs and efficiently close opportunities.
• Leverage knowledge of the customer’s environment, licensing programs, agreements, and offers to drive new data platform revenue, upsell, and renewals in collaboration with the AM and Licensing Sales Specialist (LSS). Understand financial aspects of licensing agreements and ensure adherence to contractual obligations
• Drive positive Customer and Partner Experience (CPE) that can be leveraged in future

Qualifications

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. 

• 3-5+ years of recognized and rewarded national or global selling software solutions to large enterprises - particularly Mission Critical Tier 1/OLTP, Business Analytics and Modernization solutions and overall Azure platform skills and selling experience.
• Solid understanding of Microsoft server products and/or complementing/competing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors.
• Preferred Knowledge of the Manufacturing industry.
• Preferred Knowledge of Enterprise market trends in technology, with a special focus on Digital Trasformation trends (risk management, customer engagements and experience, operation execellence, …).
• Solid understanding of Big Data technologies and evolutions of Information management market.
• Solid understanding of Cognitive Services (i.e. Azure, AWS, Google,IBM) and machine learning technologies (R, Python, SPSS, ..)
• Solid understanding of Business Intelligence technologies (i.e. Cognos, Microstrategy, SAS VA, Power BI, Lumira, SAP BO …
• Solid understanding of competitive Data Platforms (i.e. Oracle, IBM, MySQL), BI/DWH solutions and Cloud offerings (i.e. AWS)
• Demonstrated ability to successfully manage and grow revenues within a large and international account(s)
• Demonstrated ability to identify, lead, and efficiently close large-scale, complex deals
• Excellent communication skills, and the ability to persuade others through presentations, demonstrations, and written communications.
• Builds and leads virtual teams through influence and working toward a common shared outcome or goal
• Bachelor’s Degree required, MBA/Master’s Degree preferred
• Fluency in English
  
  

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.