The Azure Technical Sales Manager (TSM) is a senior leader within our enterprise sales organization who drives revenue and market share by leading a team of technical sellers who are providing customers with insights and solutions leveraging Microsoft Azure. As Azure Technical Manager, you will be responsible for leading a team of Data Solution Architects (DSA) whose focus is on targeting our largest Enterprise customers and helping them design and implement large scale mission critical data intensive projects in Azure.
Key Responsibilities include:
Contribute to the scorecard and revenue goals for Azure and data services through landing of data driven opportunities through a mix of strategy definition, field leadership, and direct customer engagement. Drive market share gains for key solutions against major industry competitors, while showing customer preference and adoption of solutions over purely licensing led approaches. Participate in sales planning, forecasting, pipeline and reviews, as well as strategic and/or escalated sales opportunities.
Develop and maintain best practices to attract the best technical sales people from the market, retain them and grow their capabilities and skills continuously. Provide an environment of continuous learning to improve technology skills of the Tech Sales - deep on core and broad on adjacent solutions.
Lead the team to proactively drive technical customer decisions in a highly competitive market. Ensure that all opportunity engagements have clear technical solution decision criteria defined and documented with opportunity owner leveraging P-Sellers, partners or MCS as needed.
Foster an environment that encourages deep community participation, an appreciation for capturing and sharing customer insight, thoughtful use of escalation processes, identification of technical sales blockers and capture of evidence needed to support blockers
Identify individual specialized technical skills and encourage a team approach to win complex opportunities that requires cross-domain solutions. Increase deal velocity by challenging opportunity stage based on the status of technical engagements
Promote and ensure technical sales excellence relevant to Microsoft’s ‘Mobile first, Cloud first’ vision, for both oneself and the DSAs on the team. Foster a continuous learning culture by encouraging the DSAs to stay relevant on current and future technology and industry knowledge and that they stay abreast of the changing market and are deeply knowledgeable of current and advanced competitor’s technology.
Ensure business operations, processes, and tools are managed with excellence. Align with the Azure and Platform SSMs on business priorities and pipeline to assure that the technical sales team engages in the right opportunities.
Be a technical leader within Microsoft with the aspiration, ability and commitment to inspire others to positive action through influence and credibility. Provide in depth technical leadership to our customers and partners on the impact of technology on industry directions and challenges, competitive offerings, as well as present and future trends. Provides executive sponsorship as needed.
Key Experience needed:
Technical Leadership: 5+ years’ experience in leading technical teams in highly dynamic technology space. Experience as a technical architect, deeply familiar with code level work and project management.
Technical Sales Leadership: Strong, proven track record of leading and driving solution selling across a team, focused on business value of technical software solutions to solve customer problems.
Technical Consultative Solution Selling Experience: Demonstrated experience of at least 8 years of technical selling to senior business and IT decision makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities.
Technical Sales Teamwork Experience: High degree of collaboration with multiple sales leadership and personnel, as well as Partners will be required for success. The ideal candidate will have demonstrated he/she has worked as part of a collaborative sales organization and delivered great results.
Technical Sales Excellence: Demonstrated strategic business management. Effectively manages project pipeline (generation, velocity & Deployment), forecast with predictable results that exceed revenue and Usage/Consumption targets, and the ability to formulate a strategy from market indicators and organizational objectives.
Requirements and skills for this position include:
Proficiency in developing solutions on both Windows and Linux
Demonstrable depth and experience with JVM based languages (primarily Java and Scala)
Demonstrable experience with Hadoop & Spark
Ability to quickly absorb new technology and go deep in new focus areas.
Deep understanding of modern big data business drivers, and emerging analytic trends
Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through
Problem-solving mentality leveraging internal and/or external resources, where and when needed, to do what’s right for the customer and for the organization (i.e. think through workarounds, evaluate risk of various deployment options, etc.)
Exceptional verbal and written communication
Ability to connect technology with measurable business value
Demonstrated technical thought leadership in customer facing situations
Ability to identify patterns and trends, synthesize customer feedback for actionable product improvement, and deliver to the development team
Deep understanding of cloud computing technologies, business drivers, and emerging computing trends
Experience in working with the Big data community, and/or developing whitepapers/blogs or delivering presentations
Education, Certification and Training:
Bachelor degree: Required (Computer Science, similar information technology-related discipline or Business Administration)
Master degree preferred
Certification in sales, sales management, complex sales training, sales methodologies, broad evangelism through events (presentation skills), consultative selling
Additional training or education in Enterprise Architecture preferred
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