Solution Sales Advisor

Microsoft • Ca, CA

4d

About The Position

Microsoft's Commercial Solution Area sets the sales strategy, lead technical sales, and operates as a hub for the Commercial Solution Areas and Support Services that power the Microsoft Cloud. Our team of GBBs (Global Black Belts) are specialized sales professionals focused on applying depth and breadth to complex customer deals across Solution Areas. We work closely with other Microsoft teams and partners, especially Customer Success, Marketing, and the technical sales team, to ensure those solutions meet our customers’ needs. As an Azure Databricks GBB Solution Sales Advisor, you will be a senior solution leader within our enterprise sales organization working with our most important customers. You will lead a virtual team of technical, partner and consulting resources to advance the sales process to achieve/exceed quarterly Azure Databricks usage/consumption targets for related workloads in your assigned accounts. You will be an Azure Databricks and Microsoft Frontier subject matter expert. You will build and maintain relationships with partners and customers, influence long-term strategic direction and act as a trusted advisor driving engagement with partner business leaders as well as with customers at senior levels, software developers, and IT architects. You will assist partners in selling best practices, engage in partner led sales opportunities, help customers evaluate our cloud platform for their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive partner and customer satisfaction. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Requirements

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technical solution architecture and enterprise sales, business development, strategic consulting, technical consulting, or relevant/prioritized industry (e.g., Finance, Healthcare, Retail) OR equivalent experience.
• Bachelor's degree in Business, Engineering, Computer Science/IT or a similar information technology-related discipline, MBA preferred, or equivalent experience
• Certifications: Azure Databricks certification
• 10+ years enterprise technology pre-sales or consulting experience with deep expertise on machine learning required
• Account Management . 10+ years effective territory/account management and leading sales teams: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management and proposal response.
• Executive Presence. 10+ years’ experience and expertise selling to C-Suite and executive business decision makers by aligning & reinforcing the value of Azure Databricks to the customer’s overall business pain and/or strategic opportunities and decision criteria.
• Problem Solver. Ability to solve customer problems through cloud technologies
• Collaborative . Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
• Technical acumen Ability to drive high level architectural conversation with the customer, demo and whiteboard the solution
• Azure Platform. Understanding of Microsoft Data & AI products and/or complementing 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
• Azure Databricks: Ability to deliver quick POC/landscape sizing and demos using Azure Databricks platform.
• 10-15 years in presales to large Enterprise customers.
• Installation of Databricks solutions and integration with Microsoft portfolio for Data & AI
• Leadership . Experience leading large cloud engagements, especially those involving Infrastructure modernization and migration
• Competitive Landscape . Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape
• Partners . Deep Partner engagement and Management skills with Azure Databricks focused practices.
• Communication : Executive level speaking and presentation skills, and good written communication skills .

Responsibilities

• Lead business level dialogue with customers around Databricks workloads, including Business transformation for enterprise computing and digital transformation.
• Engage Microsoft Account and solution teams on assessing Databricks strategy with a broad set of customers within your region, and present to customers in one-many venues on the Microsoft Strategy for Databricks
• Act as a Subject Matter Expert for Azure Databricks and Frontier integrations to Sales teams, Cloud Architects and Solution Specialists and develop engagement approaches leveraging assets across Microsoft Databricks Architects, Product Teams and Engineering.
• Brief Microsoft Executives around complex sales opportunities, including competitive strategies and close plans and work with partners to engage customers with joint value positioning
• Influence the Microsoft Azure Databricks go-to-market strategies by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers.
• You will be recognized for sharing, learning and driving work that results in business impact for customers, partners and Microsoft.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior