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Data, Artificial Intelligence (AI), & IoT is one of the most strategic & fastest growing businesses worldwide at Microsoft. In fact, Data, AI, & IoT represents a massive $138B market opportunity with 80%+ of it coming from on-premise through 2020 ($64B) and Data, AI, & IoT cloud services representing the remainder ($74B). Given our mission to build THE hyper growth business for the company, theres never been a more exciting & compelling time to be a part of the Data, AI, & IoT business at Microsoft!
Were looking for an exceptional leader, sales execution driver, and cross-team collaborator to accelerate and grow the sales of our Azure CosmosDB and related Azure Data offerings with a focus on modernizing competitive on-prem NoSQL databases as well as winning new cloud-native applications onto the Azure CosmosDB platform. This role will serve as the subject matter expert, customer advocate, owner of the seller experience, and the sales strategy and execution leader for the Worldwide field on the overall solution space of NoSQL Data Modernization. This role will own primary accountability for meeting or exceeding revenue and scorecard targets as well as building a healthy, sustainable, hyper-growth business for Azure CosmosDB.
As the worldwide Sales Engineering Lead for NoSQL Data Modernization, you will partner with the Engineering, Marketing, Customer Success, Partner, and Services organizations to develop and drive the sales plays in alignment with the unified business strategy and be recognized as a thought leader for this solution space.
Primary accountabilities for this role include:
Drive the sales strategy and execution for the NoSQL Data Modernization solutions.
Collaborate with the Engineering, Marketing, Customer Success, Partner, and Services orgs to develop sales plays including clear guidance for a simplified, consistent seller experience
Review and sign-off the collateral for each sales play based on the customer perspective and focused on seller adoption
Coach the worldwide sales field including individual contributors and sales managers for effective execution of each sales play
Role model the seller behaviors and skill sets for successful execution of each sales play through customer engagement, deal coaching workshops, 1-many training events, and 1-1 engagement with sellers and sales managers
Review and support the demand generation strategies and campaigns for maintaining a healthy pipeline for this solution space
Unblock and accelerate deals for the field through regular office hours engagement, on-demand escalations, and win room support
Active collaboration with the One Commercial Partner team to manage a healthy and motivated partner ecosystem for this solution space both for driving business development and project implementation capabilities
Own the worldwide business results and insights for the NoSQL Data Modernization solutions:
Accountability for the growth and target attainment on the worldwide business for this solution space
Actively manage the performance of the business on the leading indicators and KPIs for the business
Pipeline management and analysis to review the health of the business at the geo, segment, and workload levels
Identify, capture, and communicate customer, partner, and seller insights on this solution space to inform the sales strategy as well as overall business strategy
Demonstrate thought leadership internally and externally on this solution space to create impact through influence.
Depth of knowledge on the problem space from the customer perspective as well as the Digital Transformation scenarios that can be unlocked by modernizing the NoSQL Data estate.
Learnings and insights on the strengths and weaknesses of competitive offerings and market trends related to this solution space
Expertise on the seller perspective including the effectiveness of specific plays, guidance, and collateral as well as the keys to delivering a simplified, consistent seller experience for this solutions space
Who We Are Looking For
Experiences Required: Education, Key Experiences, Skills and Knowledge:
Enterprise customer experience in the Data Platform solutions . Experience engaging with enterprise customers either in the sales or technical architect or product marketing roles for Data Platform solutions in the cloud and on-premises required
NoSQL Database knowledge . The depth of knowledge on how Enterprise customers implement Azure CosmosDB or other NoSQL platform such as MongoDB, Cassandra, Couchbase, Hbase, etc. both on-premises and in the cloud required
Cloud Depth and Breadth . Knowledge and experiecnce on conceptual or solutions architecture of cloud-based data platform workloads preferably across OLTP and Analytics workloads with NoSQL database solutions required .
Strategy development and rollout. Experience developing and landing sales strategies or other business strategies for data platform solutions preferred.
Business Results accountability. Experience in roles that had primary accountability for business results including revenue targets and KPI execution required
Market insights . Understanding of data platforms on-premises and in the cloud (AWS DynamoDB, Google Cloud datastore, MongoDB, Cassandra-based platforms, etc.) preferred
- Excellent Communicator. Strong people, negotiation, organizational, presentation, deep technical product demo, writing, and verbal communication skills required .
Market Maker . Strong leadership to influence key technical decision makers, influencers, business decision makers and peers required .
Consultative Technical Selling and Challenger mindset. Validated experience in consultative technical selling approach, including bringing innovative ideas to customers problems and being customer focused required
Performer. Highly driven passionate person who consistently exceeds goals and expectations required.
Lead. Able to lead, inspire and mentor members of the Microsoft (or similar) sales, services, and marketing organizations and Microsoft (or similar) partners required .
Growth Mindset. Experience and passion for learning (technical and soft skills); implementing practices from others; trying, failing and learning from that; sharing practices and knowledge for others benefit required.
- Experience . 10+ years of related experience in technical pre-sales and/or technical consulting roles preferred .
Bachelor's degree in Computer Science, Information Technology, or related field preferred .
- Certification in domain-specific technologies (Data Engineer, CosmosDB or other NoSQL platform certification) desired .
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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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 at https://careers.microsoft.com/us/en/accommodationrequest .
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