Device Partner Solutions Sales Specialist - Azure HCI

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Microsoft’s mission is to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission. To learn more please visit: https://careers.microsoft.com/mission-culture

The Device Partner Sales (DPS) plays a critical role in achieving this mission. We ignite Windows to empower the world & build and sell intelligent edge and intelligent cloud devices and solutions with partners. This includes OEMs, device distribution channels, original design manufacturers, strategic reseller, and Silicon providers. We work closely with our device ecosystem and internal business groups to enable partners to deliver amazing innovative experiences powered by Windows.

The opportunities created in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners touch consumers, students, and businesses. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build and launch devices and solutions worldwide. You will also be part of a people-first culture that supports a growth mindset, equality, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.

The regional sales teams within DPS, Device Partner Solution Sales (DPSS), mission is to maximize the intelligent edge and intelligent cloud opportunity with device builders and device channel partners.

At Microsoft, we believe that diversity enriches our performance and products, the communities where we live and work, and the lives of our employees. As our workforce evolves to reflect the growing diversity of our communities and the global marketplace, our efforts to understand, value, and incorporate differences become increasingly important. Come explore diversity at Microsoft!

#MSFTGPS #MSFTDPS

Responsibilities

As Enterprises, Small Medium Business and Commercial Customers seek to optimize their IT infrastructure investments across On Premise and Cloud, Microsoft is the leading Hybrid providers with Azure Stack HCI, a new hyperconverged infrastructure (HCI) operating system delivered as an Azure service that provides the latest security, performance, and feature updates. Deployed and runs Windows and Linux virtual machines (VMs) in customer datacenters or at the edge using existing tools, processes, and skill sets. The hyper-converged infrastructure enables customers to modernize and extend their datacenters to the cloud with Azure Backup, Azure Monitor, and Azure Security Center.

The Device Partner Solutions Sales Specialist (OEM Azure & AzSHCI) is the Subject Matter Expert (SME) within the DPSS organization focused on OEM solutions sales and partner enablement in driving sales through our joint GTM and co-sell motions to bring existing and new commercial customers onto the Azure Stack HCI platform.

A key part of this role is to help realize the company’s key strategic focus to increase adoption of Azure in our Enterprise and SMB customers, as well as continuing to scale our core Windows Server revenue in support of the DPSS Windows Server OEM and Channel Partners.

In role you will cover your region/sub region territories to enable scale through the DPSS Partner co-sell, enabling the partner sales teams to sell the core AzSHCI plaform and Azure services, and through targeted co-sell initiatives profile customers to prospect effectively identifying new Azure Stack HCI opportunities in public, private sectors, industry verticals or solutions targeted at meeting their business requirements and leading to accelerate adoption.

To achieve this, you will need to partner with the regional DPS Partner Channel Executives, DPSS Region Leads, Category and GTM teams and the Commercial Sales and Marketing organization to generate the co-sell pipeline of qualified sales opportunities and customer deployments.

You will lead the collaboration of the virtual team and resources across DPS/DPSS to advance the sales process and deal pipeline to achieve/exceed new customer acquisition targets, by building and maintaining the key partner relationships in support of the Partner co-sell focused on the managed pipeline to influence long-term strategic direction and drive partner co-sell engagements.

Aligned to the Solution Area Priorities and Industry Priority Scenarios identify the partner solutions and reference architectures that unlock the opportunities in the market, and through Microsoft Customer & Partner Solutions (MCAP) create scale through repeatable solutions, reference sales to heighten deal qualification and accelerate close rates.

With our DPS partners help customers evaluate Microsoft Azure Stack HCI, our Azure cloud platform services for their application environment, assist partners recommend solutions that meet their customer requirements, remove roadblocks to deployment and drive partner and customer satisfaction.

• 40% focused on current and new Azure Stack HCI through partner training, sales enablement, and business development activities to build up sales capability, and customer opportunity pipeline. Ensure that all DPSS Azure Stack HCI Partners are skilled in their technical ability and solutions selling capabilities to position the Azure Stack HCI benefits to customers vs. the leading competitors. Build competitive insights on how to sell Hybrid Cloud against the various platforms (AWS, VMware, GCP) and the key benefits of Azure to any infrastructure, combined with Kubinets apps, Azure and Azure IoT. Partner with Category to develop and execute GTMs to scale with DPSS partners that drive Azure Stack HCI sales. Management of the hybrid pipeline, and co-sell opportunities to maximize attach as guest OS or through solutions that comprise on prem with Windows Server Datacentre Edition
• 30% spent with DPSS Partners, identifying, and surfacing latest sales opportunities in partnership with the Commercial Sales Teams (ATU/STU/GBB) aligned to their customer’s business strategy. Identify partner solutions and reference architectures that unlock the opportunities in partnership with and Area Leadership (Azure & Infra BG) to scale through Microsoft Customer & Partner Solutions (MCAP) building repeatable solutions, reference customer sales to heighten deal qualification and accelerate close rates. You will work with partners and others at Microsoft, as well as use our core tools, targeted account lists to identify and engage prioritized customers.
• 20% spent on developing challenger Sales techniques to bring ideas to customers, show how Azure Stack HCI can transform our customers’ businesses and convince customers to act now. You will achieve this by positioning DPSS Partners + Microsoft’s technical leadership to become a trusted advisor and drive migration and innovation solutions. You will work with a team of Microsoft experts and partners to lead presentations, demonstrations, and architecture design sessions with the objective of driving rapid adoption of Azure Stack HCI. Importantly, this adoption will need to result in tangible business outcomes to ensure customers continue to grow their Azure Stack HCI footprint into the future.
• 10% of your time will be spent on investing in your own skills to remain top of your game. You will stay sharp, attaining and maintaining required certifications. You will be recognized for sharing, learning, and driving individual work that all result in business impact for customers, partners and within Microsoft. We encourage thought leadership and leadership from every employee, and we encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness.
  

Qualifications

Profession.

• Experience. 5-7 years’ experience selling cloud and server business solutions to enterprise customers with a focus on application and infrastructure technologies required.
• Business Development. Skilled at developing and selling with and through partners to meet sales goals.
• Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder, and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation required.
• Executive Presence. Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
• Problem Solver. Ability to solve customer problems through cloud technologies required.
• Business Value. Able to utilize Microsoft and Partner sales tools to demonstrate customer value of Azure Stack HCI
  

Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence.

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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