Azure Business Value & Cloud Economics Specialist

Job Description

Overview

As an Azure Business Value and Cloud Economic Specialist, you are a senior business leader with deep business, technical and commercial expertise within our global black belt sales organization, working with our most important customers. You will lead a virtual team of sales, technical, and services resources to help customers realize the digital transformation through cloud computing and Microsoft portfolio through the development and refinement of a Business Case.

A core competency of the role is to advance the engagement process to achieve/exceed quarterly Azure Infrastructure and Microsoft product consumption targets for related workloads for Enterprise Customers. You possess a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion for learning how Microsoft cloud services can deliver digital transformation. Customer Obsession and proficient in cloud economics / solution integration economics background is essential. This is a customer facing role spanning multiple Enterprise Customers within multiple industries.

You will develop and maintain an Azure Infrastructure migration and modernization expertise as well as develop a robust skills base and knowledge across the Microsoft Portfolio. You will be able to identify projects, build a compelling business case, integrate Microsoft solutions and drive the consumption project to production. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the Chief Officer (CXO) level with business and technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to application and data migration and modernization, and recommend solutions that meet their requirements. You will remove roadblocks to deployment and drive 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.

Please note that we can only consider candidates that currently live in Europe.

Responsibilities

• The successful candidate will drive and support the client in developing detailed bottom-up business case to allow informed and transparent decision making. The production of such a business case is likely to provide velocity in decision making and support the initiation of the project.
• Customer focused spending time with customers developing new Microsoft engagements, migration and modernization consumption projects which align to the customer’s technical and business strategy. You will work with partners and others at Microsoft, as well as use our core tools and targeted account lists to identify and engage prioritized customers. You will be required to be disciplined in business-management, adaptable to a culture of accountability and build an active business network.
• You will be the primary key technical and sales leader with an outstanding Cloud Economic knowledge, trusted advisor and influencer in shaping customer decisions to commit and adopt Microsoft and Infrastructure and data solutions. You will win the customers’ technical and business decision for consumption projects and usage scenarios through tailored messaging, providing guidance on cost saving benefits like AHUB (For Windows and Linux), technical discussions, and aligning the appropriate solutions partners, programs and resources to guide them in decision making and consumption plans. You will lead standard technical demonstrations of Azure solutions as well as other Microsoft Services with the ability with confidence to explain and prove the capabilities of Microsoft relative to the customers business and technical objectives.
• Much of your time will be spent on influencing the Microsoft 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. We encourage thought leadership, and we encourage all our employees to continuously maintain and enhance their technical, business value, sales, professional skills and competitive readiness. You will therefore be required to attain and maintain required certifications.

Qualifications

Required/Minimum Qualifications

• Proven technology-related sales or account management experience
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.

Additional or Preferred Qualifications

• Pre-sales experience and relationship management.
• Business Case and Cloud Economics. Established history of developing bottom-up directional business case, translating and comparing legacy run rates and differentiation of new digital services. Establshed history of preparing final C level (corporate level) board submissions enabling velocity in decision making and support the initiation of the project informed and transparent decisions to be made by our customers. Chief Information Officers (CIOs) can employ to focus on key selection factors and evaluate them against the business strategic options.
• 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 through the development of business case generated propositions.
• Business Value. Able to utilize tools such as the Azure Pricing Calculator, Azure ROI (Return on Investment) Tool, and Azure Total Cost Ownership Tool (Azure TCO Tool) to generate consumption project cost estimates and demonstrate Cloud economic value to customers.
• Azure Platform and Microsoft Portfolio. Understanding of Microsoft Azure Cloud platform with emphasis on Azure Infrastructure solutions including IaaS (Infrastructure as a Service) and PaaS (Platform as a Service) based environments, and Azure based application management and governance. Understanding and being familiar with Windows Server and Linux Server Licensing model. The role will require candidates to gain a deep understanding and where appropriate certification other key Microsoft Portfolio offerings such as Dynamics, Power Apps and Security. Candidates will need to demonstrate the ability to cross solution sell and develop initial transformation strategies.
• Leadership. Experience leading large cloud engagements, especially those involving Infrastructure migration and application modernization projects.
• Competitive Landscape. Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape including AWS (Amazon Web Services) and GCP (Google Cloud Platform).
• Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
• Deep understanding and where appropriate certification other key Microsoft Portfolio offerings such as Dynamics, Power Apps and Security. Candidates will need to demonstrate the ability to cross solution sell and develop initial transformation strategies.
• Technical Dialog. Lead technical sessions making use of whiteboards or other resources to drive solution discussions leveraging published solution architectures for common infrastructure implementations.

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.