Azure Consulting Services Solution Sales Specialist

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Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of innovation at Microsoft?

Microsoft Industry Solutions is a global organization of over 16,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft’s mission of empowerment – and cutting-edge technology - to life for the world’s most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey.

The Industry Solutions sales team are looking for an Azure Consulting Services Solution Sales Specialist with a passion for developing and winning market-making opportunities that deliver customer value and enable transformational business outcomes for our customers in the Healthcare Industry.

The focus of the Azure Consulting Services Solution Sales Specialist is to drive and close Azure and other Solution Area Consulting opportunities within the Health and Public Sector Industries (HPSI). This role specifically is on Healthcare customers within the Healthcare Industry.

Microsoft is strongly positioned to enable so much of what the healthcare industry needs - now more than ever. By partnering with healthcare providers and the full set of industry stakeholders including med tech and biopharma innovators, payors, and HCIT firms, Microsoft is taking on many of healthcare's greatest challenges and helping to improve healthcare outcomes for people around the globe. It's why we joined the Microsoft Healthcare team – and hopefully why you are excited to contribute to the great work already being done.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture of accountability, integrity and respect is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Required/Minimum Qualifications :

• 5+ years technology-related sales or account management experience

  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience.

• 2+ years of Azure related experience with any of the following technologies: Azure Engineering/DevOps; Azure infrastructure; Artificial Intelligence, competitive cloud technologies.

Additional or Preferred Qualifications:

• 7+ years technology-related sales or account management experience
• OR Bachelor's Degree in Information Technology, or related field AND 6+ years technology-related sales or account management experience
  o OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience.
• 4+ years of solution or services sales experience.
• Proven track record of sales, delivery and implementation of enterprise-wise products/solutions.
• 2+ years of cloud migration experience
• 2+ years of industry experience in healthcare payors, providers, medical devices, pharmaceuticals or biotechnology.
• At least 2 years of related experience with any of the following technologies:
1. Azure Infrastructure (IaaS): This includes virtual machines, virtual networks, and storage solutions.
2. Azure Platform (PaaS): Services such as Azure App Services, Azure Functions, and Azure Kubernetes Service (AKS).
3. Azure DevOps: Tools and services for CI/CD pipelines, version control, and project management.
4. Azure Security: Azure Security Center, Azure Sentinel, and Azure Active Directory.
5. Azure Data Services: Azure SQL Database, Azure Cosmos DB, Azure Data Factory, and Azure Synapse Analytics.
6. Azure AI and Machine Learning: Azure Cognitive Services, Azure Machine Learning, and Bot Services.
7. Azure Networking: Azure Load Balancer, Azure Application Gateway, and Azure VPN Gateway.
8. Azure Management and Monitoring: Azure Monitor, Azure Log Analytics, and Azure Automation.
9. Azure Migration Tools: Azure Migrate and Azure Site Recovery.
10. Azure Governance: Azure Policy, Azure Blueprints, and Azure Cost Management.

Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $144,000 - $203,500 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay.

Microsoft will accept applications for the role until December 27, 2024

Sales Execution

• Brings impactful industry insights into customer services engagements and closes consulting deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
• Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft's sales process (MCEM) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
• Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., 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. Drives advanced workloads and usage.
• Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.
• Proactively builds and governs external stakeholder network and leverages internal partners to engage external stakeholders. Acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/partner's business. Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
• Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration

• Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and connects the partner ecosystems to scale business results.
• Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.

Technical Expertise

• Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
• Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.
• Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Collaborates with the 'compete' global black belts (GBB) to proactively provide analysis of the competitive landscape in supported solution area. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.

Sales Excellence

• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
• Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Drives opportunities through Microsoft’s MCEM (Microsoft Customer Engagement Model) unified sales process from demand creation through deal closure.
• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories.
• Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.
• Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors team members.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.