Microsoft - EMEA GBB IoT Specialist

Microsoft maintains a strong lead and first-mover advantage in the Internet of Things (IoT) and Intelligent Edge space. With IoT technology maturing past the hype cycle, it is now delivering compelling and meaningful customer business outcomes. Our recent releases of IoT Hub, IoT Edge, Azure Sphere, Digital Twins and Azure IoT Central, represent the start of a $5bn investment in the development of leading edge IoT solutions over the next 5 years.

We are calling for a seasoned technical seller to join our Azure IoT Global Black Belt team to help us accelerate market adoption of IoT and Intelligent Edge solutions. As an Azure IoT Specialist on the Global Black Belt team, you will be joining a team of highly skilled IoT experts across the company who are driving the most strategic and innovative IoT customer projects. This role is a senior technical sales professional within our enterprise sales organization focused on driving customer digital transformation scenarios with our IoT capability.

Azure IoT Specialist’s main goal is to win the business decision of customers to purchase and use our technology. You will work in a team, enabling the customers through digital transformation by leveraging the Intelligent Cloud and Intelligent Edge. Specialists are expected to be able to both own and win the customers business decisions, as well as find new opportunities through their contacts and work they are on to further pursue. You will work within a virtual team of sales, technical, partner and consulting resources to help educate your customers on the business value of IoT solutions, demonstrate and prove our solutions, and win the business decision allowing the team to achieve/exceed quarterly Azure consumption targets in your assigned accounts. Being part of the Global Black Belt team will allow you to maintain and develop your IoT expertise across Microsoft and non-Microsoft cloud-based infrastructure technologies, showcase your expertise at various Microsoft and Industry conferences and work directly with our product engineering teams to influence the evolution of our IoT technologies.

Responsibilities

As an Azure IoT Specialist on the Global Black Belt team, you will be responsible for:

  • Leading the customer IoT engagement by influencing their decision to buy, build, consume, and transform their organizations with Microsoft’s IoT technologies, while ensuring a positive Customer and Partner Experience (CPE) [~50% of time]

  • Leading a cross-organizational v-team to drive your strategic projects, orchestrating resources, programs and tools to drive high impact IoT solution sales deployments that enable digital transformation and deliver strong business outcomes. [~30% of time]

  • Influencing the Microsoft’s IoT strategy by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers you encounter. [~10% of time]

Building capability in the broader seller community to drive IoT solutions with customers, by coaching, mentoring, sharing best practices and delivering training activity. [~10% of time]

Qualifications

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.

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

Experiences Required: Education, Key Experiences, Skills and Knowledge

Solution Sales Leader

  • Sales Leader: Disciplined in business-management, meeting sales targets and operational standards. Mentors other sellers towards a “challenger mentality” by prompting them to engage the customer early with new insights. Demonstrated experience influencing senior stakeholders within customer and own organization.

  • Solution Expert: Deep understanding of unique solution area value, key areas of differentiation, and knowledge to create industry-centric use cases for the solution area.

  • Business Value Seller: Proven record of effective account management, particularly demonstrating: coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and; coaching the customer through business case creation, approval, and stakeholder buy-in.

  • Technical Acumen: Experienced at driving solutions to full production roll out and solving technical challenges encountered through the project implementation. Strong synthesizer of tools, services and resources with own expertise to build complete end to end solutions.

  • Audience Credibility: Has credibility with key decision makers within our customers. Ability to influence target decision makers such as Business Decision Makers, Operational Technology Leaders, Data Scientist etc.

  • Social Seller: Builds a strong and active business network that stretches and influences far beyond themselves, including leveraging social selling tools such as LinkedIn Sales Navigator.

  • Excellent Communicator and Collaborator: Strong relationship building, negotiation, organizational, presentation, written, and verbal communication skills. Ability to effectively collaborate across teams and drive meaningful outcomes with corporate, field, partner and customer stakeholders.

  • Purposeful Planner and Orchestrator: Builds a purposeful sales plan with a bold ambition to identify and capitalize on transformational shifts in the market, and leads plan orchestration and execution across a v-team through influence.

  • Skill Enablement: A passion for and demonstrated capability of scaling own knowledge with others and building organizational capability in a targeted solution area.

  • Knowledge of Cloud Platform: Strong understanding of Cloud Platforms platform (infrastructure components, security) and its Analytics capabilities and role it plays in IoT solutions.

  • Addressing Industry Scenarios with Technology: Demonstrated effectiveness in landing technology scenarios in industry-relevant ways and credibility to lead and influence niche industry conversations.

  • Competitive Landscape: Firm understanding of Microsoft's IoT technologies relative to major competitors.

  • Partner Knowledge: Strong understanding of the IoT partner ecosystem and the ability to leverage partner solutions to solve customer needs

Consummate Professional

  • Sales Experience: 10+ years recognized and rewarded experience selling business solutions to large/global enterprises required

  • IoT Experience: 3-5 years of IoT selling experience in enterprise public cloud-based solutions

  • Bachelor's degree in Computer Science, Information Technology, or related field preferred.

  • Master’s degree preferred

  • Certification in sales, sales management, complex sales training, sales methodologies, or consultative selling preferred

Certification in IoT, cloud platform technologies, cloud architecture or information security preferred.