Solution Sales App Innovation

仕事内容

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

The Digital & Application Innovation Specialist team works with Enterprise customers to define and realize their digital transformation journey through application innovation and modernization. We empower developers to create innovation and work with business decision makers on their application innovation strategy as key element of their overall innovation approach.

Microsoft’s apps portfolio spans the Azure App Platform, Power Apps, GitHub/Azure DevOps and Visual Studio. The Azure App platform is one of the fastest growing businesses inside the overall Azure portfolio. We want you to deliver on Microsoft’s aspirations in this dynamic and fast-growing enterprise market to land our Application Development platform with your customers and achieve/exceed sales and usage/consumption targets for Application Innovation related workloads in your assigned accounts.

As an App Innovation Specialist, you will be a senior solution sales leader within our enterprise sales organization working with key customers positioning and landing our Microsoft App Innovation portfolio. You will be a central member of a virtual account team of Cloud Solution Architects, Custom Engineers, Infrastructure and Data Specialists, Account Executives and Account Technology Specialists as well as partners and other resources. You have a wide array of offers and programs at your fingertips to achieve your goals. You will be a trusted advisor and a cloud application development subject matter expert for your customers and colleagues.

We are looking for an individual with a strong sales mindset and experience in solution selling as well as a strong technical skillset in the area of development and application innovation. You have a passion to identify new business opportunities, validate them through technical and sales expertise and work with your customers to define and commit to the ideal solution in the areas of developer velocity and devops, application modernization and cloud native application development on the Microsoft platform.

You are an entrepreneurial character who combines technical expertise, industry insights, sales or consulting experience and passion to achieve more within a strong team! The ideal candidate is open minded and approaches the role with a strong mix of strategic sales experience, technical expertise as well as a go-doer mentality.

Responsibilities

Primary accountabilities for this role include:

• Create “buy-in” with Business and Technical Decision Makers
• Understand your customers’ business challenges and opportunities, their transformation needs, business drivers, perspective, and concerns.
• Influence their application innovation strategy as part of their overall business development journey.
• Position Microsoft’s Application Innovation approach and offerings and gain sponsorship by generating excitement around the value of our developer and application innovation platform.
• Lead the solution design through your expertise and by assembling and orchestrating sales & technical resources
• Deliver Microsoft Apps vision, strategy, value to C-level and Apps Decision Makers.
• Influence and lead the solution design with your technical expertise.
• Orchestrate the technical experts to create the solution, validate it via Proof of Concept, and showcase how it meets customer business and technology requirements.
• Be able to handle customer objections and competitive differentiation.
• Substantiate the value of the solution and drive the relevant commercial discussion
• Work with your customers to build the relevant business cases, be part of and contribute to the commercial discussion relevant to landing Microsoft’s App Innovation offering.
• Define and land a "winning" deal leveraging the various Microsoft offers and programs.
• Secure customer commitment for the business and solution proposal.
• Drive Sales Excellence
• Drive the App Innovation business to overachieve revenue, consumption and scorecard targets.
• Maintain excellence in pipeline management, accuracy of sales forecast, and deal close plans.
• Lead with subject matter expertise and be the voice of the customer
• Influence the Microsoft Application Innovation go to market strategies by providing feedback to sales, marketing, and engineering on product requirements and sales blockers.
• Stay sharp, attaining and maintaining required certifications. We encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness.
  
You will be recognized for

• Your key individual accomplishments as well as sharing, learning and driving individual work that all result in business impact for customers, partners and within Microsoft.
• Contribution to the success of others.
• Learning and building on the work of your colleagues.
• We encourage leadership and business ownership and responsibility from every employee.
  
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Qualifications

Below you find the ideal qualifications for this role. You don’t have to bring all, bring some and show passion and potential for the rest!

Professional

• Experience. Proven experience in consulting / selling cloud services or application development services to large/global enterprise customers, ideally with a focus on cloud application development.
• Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, services/partner engagement, opportunity and pipeline management.
• Executive Presence. Experience and expertise selling to LoB decision makers, technical decision makers & enterprise solution architects by aligning & reinforcing the value of the solution to the customer’s overall business challenges and/or strategic opportunities and decision criteria.
• Problem Solver. Ability to solve customer problems through cloud technologies, specifically solutions related to cloud native apps – containers & serverless, microservices, developer tools and DevOps, low code, migration to the cloud.
• V-Team Leadership. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence.
  
Technical
• Enterprise-scale technical experience with cloud and hybrid infrastructures, architecture designs, migrations, and technology management. Subject matter expertise in one or more of the following:
• Application development platforms on public clouds and/or Azure.
• Development languages such as .Net, Java, JavaScript, Python, PHP, C#, Node.JS targeting Android, iOS, Linux, Windows, public clouds or Azure.
• Scalable architectures, for example using Azure App Service, API management, serverless technologies, container orchestration (e.g. AKS, Kubernetes, Red Hat OpenShift etc.), microservice frameworks etc. or comparable offerings on other hyperscalers’ platforms
• Software development practices like DevOps and CI/CD tool chains (i.e. Jenkins, Spinnaker, Azure DevOps, GitHub).
• Understanding of Data & AI technologies in the context of app development (e.g. SQL and NoSQL Databases, Big Data, Cognitive Service, Machine Learning etc.).
• Understanding of low code platform and technologies such as Power Platform.
• Insights on competitive landscapes meaning knowledge of cloud development platforms and developer platforms / toolchains.
• Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
  
Education

• University degree or equivalent work experience.
• Certification in the following technologies preferred: Cloud, mobile, web application development, cloud-native application architecture (i.e. containers, microservices, API management), modern software development techniques like DevOps and CI/CD tool chains (i.e. Jenkins, Spinnaker, Azure developer services, GitHub) and container orchestration systems (i.e. Docker, Kubernetes, Red Hat OpenShift, Cloud Foundry, Azure Kubernetes Service, GitHub), Low Code (Power Platform).