Microsoft’s Commercial Solution Area (CSA) sets the sales strategy, leads technical sales, and operations as a hub for the Commercial Solution Areas and Support Services that power the Microsoft Cloud. Data & Analytics is a growth opportunity for Microsoft Azure, as well as its partners and customers. It includes a rich portfolio of products providing unified Data Platform supporting customers’ Data needs in the era and AI.
The Azure Global Black Belt (GBB) Cloud & AI Data Specialist is a pivotal role in building trust with the Chief Data Officers (CDOs) of our customers, guiding them to build the Data Foundations for their companies’ AI Transformation and influencing them to standardize on the Microsoft Intelligent Data platform. This role is crucial for driving the adoption of Azure Data & AI Services, with a particular focus on the MACC (Microsoft Azure Consumption Commitment) accounts.
The role engages with CDOs of our largest accounts and accounts in complex competitive situations, documenting best practices and learnings. The role also involves guiding the broader field on the winning formulas for successful CDO engagements.
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.
Responsibilities
Accelerate Data & AI growth while influencing Product Excellence and Go-To-Market with the insights and experiences from these engagements.
- Strategic Relationships: Establish trusted advisor relationships with senior business and technology executives (CDO, CIO, CISO, CTO) in top accounts by consistently delivering value through Azure-led innovation, while amplifying Microsoft’s thought leadership by actively shaping and participating in CDO community forums, executive panels, and strategic storytelling platforms
- Drive Data & AI Platform Standardization: Influence CDOs to standardize on the Microsoft Data & AI platforms end-to-end, across their Analytics platform, Data Governance, and Databases to support their companies’ AI transformation.
- Accelerate Azure Data Services Growth: Drive the increase of Azure Data Services share in key accounts, with a focus on MACC accounts. Key outcome: Increase ADS (Azure Data Services) share of ACR (Azure Consumed Revenue) in MACC agreements / MACC accounts, win new MACCs (Microsoft Azure Consumption Commitments).
- Remove blockers and accelerate sales: Identify and resolve roadblocks that may hinder customer progress, bring values into deal strategy to assist sellers with deep expertise in top partner offerings globally, capacity and pricing/SKU/model, use case scenarios, process, business value articulation for assigned specialization area.
- Win Over Competitors & Business Commitment: Expert in compete coaching against major Public Cloud Hyper Scalers competitors by defining winning competitive strategies (win back, surround), demonstrating superior solutions and securing business commitment. Incubation to Mainstream: Spot repeatable patterns in sales motions (e.g., commercial constructs, customer scenarios) and scale them across the field.
- Sales Strategy Feedback Loop: Working with Go-To-Market team to capture insights from customer engagements and field feedback to identify sales patterns, blockers, and opportunities. Share these insights with MCAPS to help shape better sales strategies that continuously meet customer needs and field realities.
- Knowledge Transfer to Sales Roles: Work with enablement team as a scale mechanism to skill specialist, specialist managers, and sales leaders through deal coaching, structured knowledge sharing, and training.
- Thought Leadership: Be a leading industry expert and drive awareness and adoption through speaking at events, publishing articles, and sharing best practices.
Key Outcomes
- Increase ADS share of ACR in MACC agreements / MACC accounts.
- Enhanced consistency and effectiveness in CDO engagements across the timezone.
- Documented best practices and winning formulas for CDO engagements.
- Successful execution of Data & AI solution plays, driving business growth and customer success.
Qualifications
Required/Minimum Qualifications (RQs/MQs)
- Bachelor's degree in Computer Science, Information Technology, Business Administration,
- OR related field
- OR equivalent experience.
- Several years of technology-related sales or account management experience;
- OR several years of experience leading the sales of large cloud engagements, especially those involving Data, Analytics and AI solutions to large/global enterprise customers.
Additional Or Preferred Qualifications (PQs)
- Sales Account Planning and Management: Strong and disciplined pipeline management, identification and analysis of customer usage trends, large dollar licensing and deal negotiation experience, understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
- Executive Presence: Experience and expertise selling to senior business decision makers by aligning & reinforcing the business value and cost savings of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
- Collaborative: Orchestrate and influence virtual sales/technical/support/partner teams to pursue sales opportunities and lead virtual teams through influence
- Consumption Business Strategy / Project Management: Experience leveraging cloud adoption methodologies and frameworks to structure application migration projects
- Deep understanding of the Microsoft Data platform and Azure Data and AI Services.
- Competitive Landscape: Knowledge of enterprise software solutions and cloud & AI competitor landscape.
- Microsoft Partners: Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
