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Job Description

• Engages with and guides customers toward technical decisions to purchase and use Microsoft technology. Leverages sales strategy to address customer digital transformation and align technology to customer business needs.
• Understands customer needs, collects customer feedback, and provides strategic input to customers.
• Demonstrates Microsoft solutions to prove capabilities, applies architectures to client scenarios, and engages in partner sell-with scenarios to scale through partners.
• Acts as an orchestration point for technical resources and works to resolve blockers in order to achieve solution implementations.

Responsibilities
Scale Customer Engagements:

• Engages with and reaches out to customers proactively and independently.
• Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers.
• Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.
• Leverages foundational knowledge of resources (e.g., roles, Microsoft Technology Center [MTC] [MTC], demo sites, virtual sites) and proactively engages product teams (e.g., engineering) to remediate blockers by conveying impact.

Scale Through Partners:

• Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project.
• Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., One Commercial Partner [OCP]).

Build Strategy:

• Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.
• Provides strategic, technical, and partner input based on Microsoft capability at the account level to contribute to strategy development, leveraging partner, competitor, or open-source knowledge.
• Works with account teams to shape strategic win plan and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape.

Solution Design and Proof:

• Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions) of products, services, and integration through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.
• Presents and applies architecture patterns to partners or customers and drives cross-workload support for Microsoft Solutions.
• Applies sales methodologies (e.g., challenger sales) and coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer business needs.

Education:

• Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture.
• Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities.
• Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area.

Other:

• Embody our culture and values.

Qualifications

• Bachelor's Degree OR Master's Degree in Computer Science, Information Technology.
• 6+ years of technical pre-sales or technical consulting experience
• 4+ year(s) experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
• Certification in relevant technologies or disciplines (e.g., Office 365, Power BI, Azure Architect and Development exams, Cloud Platform Technologies, Information Security, Architecture).

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Responsibilities
Scale Customer Engagements:

• Engages with and reaches out to customers proactively and independently.
• Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers.
• Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.
• Leverages foundational knowledge of resources (e.g., roles, Microsoft Technology Center [MTC] [MTC], demo sites, virtual sites) and proactively engages product teams (e.g., engineering) to remediate blockers by conveying impact.

Scale Through Partners:

• Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project.
• Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., One Commercial Partner [OCP]).

Build Strategy:

• Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.
• Provides strategic, technical, and partner input based on Microsoft capability at the account level to contribute to strategy development, leveraging partner, competitor, or open-source knowledge.
• Works with account teams to shape strategic win plan and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape.

Solution Design and Proof:

• Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions) of products, services, and integration through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.
• Presents and applies architecture patterns to partners or customers and drives cross-workload support for Microsoft Solutions.
• Applies sales methodologies (e.g., challenger sales) and coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer business needs.

Education:

• Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture.
• Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities.
• Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area.

Other:

• Embody our culture and values

Qualifications
Required / Minimum Qualifications:

• 6+ years of technical pre-sales or technical consulting experience
• OR Bachelor's Degree in Computer Science, Information Technology or a related field and 4+ years of technical pre-sales or technical consulting experience
• OR Master's Degree in Computer Science, Information Technology, or related field and 3+ years of technical pre-sales or technical consulting experience
• OR equivalent experience.

Additional or Preferred Qualifications:

• 7+ years of technical pre-sales or technical consulting, or related experience
• OR equivalent experience.
• 4+ year(s) experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
• Certification in relevant technologies or disciplines (e.g., Office 365, Power BI, Azure Architect and Development exams, Cloud Platform Technologies, Information Security, Architecture).

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Responsibilities
People Management:

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
• Model - Live our culture; Embody our values; Practice our leadership principles.
• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Sales Execution:

• Brings impactful industry insights into customer engagements and helps close deals with customers.
• Acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this.
• Leads transformational shifts to drive deployment and create business value for customers.
• Leads a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value.
• May lead partner integration into account/territory planning and customer engagements.
• Leads their teams to identify and track new opportunities. Leverages stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline within the territory. Coaches team members on interfacing with prospective customers to build network. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
• Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts) and to engage customers to drive consumption. Leads with technical and industry insights on how to grow customer business.
• Guides and orchestrates their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs.
• Provides direction/guidance on the development of solutions across solution areas and support areas.
• Helps the team create vision for the customers and develop plans to drive sales.
• Coaches their team and/or other teams (e.g., account team unit (ATU), specialist team unit (STU)) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
• Engages C-Suite decision makers to support teams on opportunity discovery and acceleration.
• Represents their team internally at Microsoft as they engage other internal stakeholders.
• Leads their team to develop strategies for driving and closing opportunities. Drives the implementation of strategies and the collaboration with the account team to ensure alignment.
• Leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration:

• Guides their team to build a network of partners to cross-sell and up-sell. Leads the team to identify new partners and evaluate partner capabilities.
• Facilitates the development of partner strategies and ensures execution.
• Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and building partner capabilities.
• Coaches their team to learn about and apply the orchestration model.
• Facilitates and leads internal communication and collaboration by identifying resources and removing barriers.
• Contributes to the development of the orchestration model.

Technical Expertise:

• Supports their team on participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries.
• Acts as the spokesman for Microsoft at external events.
• Provides expertise to customers/partners and shares knowledge on a specific platform or market.
• Coaches their team on business and market knowledge. Leads team's internal collaboration to position Microsoft products, solutions, and/or services against competitors.
• Acts as a thought leader to help their team connect Microsoft solutions to customer business impact.

Sales Excellence:

• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources.
• Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
• Lays out customer satisfaction long-term strategies. Proactively promotes development of deep and influential relationships with client contacts.
• Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts.
• Establishes standards for customer/partner experiences.
• Participates in regular strategic planning for their assigned territory. Review plans via Rhythm of Business (ROB) meetings and aligns the plans of their team across departments.
• Guides team to align their approach with sales excellence team.
• Engages with external executives to bring a more strategic perspective into the planning portion of account planning.
• Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory.
• Aligns the analysis approach across teams.
• Acts as a thought leader and clears opinions and perspectives from business analysis.
• Oversees the end-to-end business across geographical regions.
• Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory.
• Interacts with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
• Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. Seek additional learning opportunities and prioritize to enhance effectiveness.

Qualifications
Required / Minimum Qualifications:

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

Additional or Preferred Qualifications:

• 9+ years of technology-related sales or account management experience:
  • OR Bachelor's Degree in Information Technology, or related field AND 8+ years of technology-related sales or account management experience
  • OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience.
• 6+ years of solution or services sales experience.
• 3+ years of people management experience.

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

• Industry leading healthcare
• Savings and investments
• Giving programs
• Educational resources
• Maternity and paternity leave
• Opportunities to network and connect
• Discounts on products and services
• Generous time away.

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Description 

• Microsoft is at the forefront of this transformation, launching an entirely new business category called Employee Experience. Microsoft Viva is an employee experience platform that brings together communications, knowledge, learning, resources, and insights in the flow of work. Powered by Microsoft 365 and experienced through Microsoft Teams, Viva fosters a culture that empowers employees and teams to be their best from anywhere. Employee Experience and Engagement | Microsoft Viva 
• To support our customers, the Employee Experience team is looking for someone who is passionate about people as individuals, not just workers. The Employee Experience Specialist is an accomplished and experienced solution seller with a proven record of accomplishment of Solution sales for a SaaS-based company or similar technology.
• You will lead a virtual team of technical, licensing expert, engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, 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. 

Responsibilities

• Sales Execution: You will orchestrate a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close Modern Work opportunities. 
• Consultative Solution Sales: You will drive solutions sales best practices including but not limited to; discovery, building and crafting solution strategies that differentiate from the competition, challenging our customers with creative and innovative solutions.   
• Business Value Selling: You will foster and expand Microsoft’s relationships with Customer Business Decision. Collaborate alongside other sellers roles to identify and qualify new Modern Work opportunities, engaging with key business contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes, and landing the value proposition of Microsoft Viva. 
• Scaling and Collaboration: You will lead the planning, orchestration, and execution of Modern Work opportunities with internal stakeholders and partners to cross-sell and up-sell. 
• Technical Expertise: You will lead Modern Work BDM (Business Decision Maker) and ITDM (Information Technology Decision Maker) conversations, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal. 
• Sales Excellence: You will lead the planning for accounts across territories, complete plans, and business analysis to pursue high-potential customers and manage Modern Work solutions across the organization. 
• Deliver Results and Model Microsoft Values: You will deliver results through teamwork, acts as role model for MS values including treating others with fairness and respect. 

Qualifications

• BS / BA Degree is required 
• 5-7 years of cloud solutions, consulting services, or technical selling experience.

Additional or Preferred Qualifications:

• Sales Execution: Skilled in leading BDM outside of traditional ITDM conversations with high-potential customers, building pipeline and developing and presenting solutions that meet customer requirements & strategy, and leading deal execution through closure.
• Employee Experience: Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications. Has deep understanding of all or part of the challenges and opportunities in an emerging category and can envision solutions mapped with business value to address customer persona business needs and pains.  
• Business Value Selling: Skilled in building economic justification of Modern Work solutions, assessing business opportunities and needs, and validating business value analysis with customers to drive intention to buy 
• Scaling and Collaboration: Skilled in identifying, leveraging, and coordinating a holistic, collaborative, and participative approach with internal stakeholders, including Global Partner Solutions, Telco Operators and Partners across solutions areas to scale business results. 
• Technical Expertise: Skilled in understanding Modern Work solutions and products, developing strategies to share best practices across subsidiaries, collaborating with Global Black Belts (GBBs) and other stakeholders on compete scenarios and providing insights on future product trends and sales blockers. 
• Sales Excellence: Skilled in collaborating with internal and external stakeholders on business planning, leading forecast, account, and territory plan discussions to drive intentional selling in high propensity accounts. 
• Deliver Results and Model Microsoft Values: Skilled in identifying Customers' operational needs and building account plans accordingly. Partnering and collaborating with internal/external stakeholders on related deliverables and work streams; Models compliance to Microsoft values and shows empathy and compassion.

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Job Details

• Security has never been more top of mind for governments and businesses, and Microsoft Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape.
• As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place.
• Following a year of incredible success, we are excited to be expanding our team with ambitious, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn. 
• As a Compliance Technical Specialist (TS), you will work within a virtual team of sales, technical, partner and consulting resources to educate and demonstrate the value of our Microsoft Purview, Risk Management and Privacy solutions portfolio to our customers, empowering them to protect, govern, and safeguard their sensitive data while also managing regulatory compliance requirements and maintaining customer & employee privacy. This role will design technical architecture and conduct proof across Microsoft Purview portfolio including Information Protection, Data Loss Prevention, Information Governance, Insider Risk Management, Advanced eDiscovery, Communications Compliance, Priva solutions.
• Being part of this team will allow you to strengthen both your consultative selling skills as well as your deep technical expertise across Microsoft and non-Microsoft cloud-based information protection and compliance solutions, architectures, programs, and technologies. 

Responsibilities

• Scale Customer Engagements: Engages with and reaches out to customers proactively and independently, builds credibility with customers as a trusted advisor for Information Protection and Compliance solutions, remediates blockers, searches for and uses customer references, leads and ensures technical wins for Microsoft Purview and adjacent technologies; proactively engages product teams to remediate blockers by conveying impact. 
• Scale Through Partners: Engages in partner sell-with scenarios by acting as liaison between the partner and team; supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams. 
• Build Strategy: Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers; provides strategic, technical, and partner input based on Microsoft capability at the account level to contribute to strategy development, leveraging partner, competitor, or open-source knowledge; works with account teams to shape strategic win plan and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape. 
• Solution Design & Proof: Demonstrates and oversees demonstrations of products, presents and applies architecture patterns to partners and customers , proves capabilities and integration into customer environment, and drives cross-workload support for Microsoft solutions for Compliance. Coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer Compliance needs. Experience to run custom demos, hands-on experience configuring and managing compliance solutions.
• Education: Builds own readiness plan, grows Compliance domain knowledge and practices expertise. Acts as a mentor in the Compliance solution area, increasing internal virtual teams' understanding of Compliance solutions and new opportunities; monitors and responds to internal tech community posts and acts as a mentor within technology area.

Minimum Qualifications

• Master's Degree in Computer Science, Information Technology, or related field AND 3+ years of technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience OR 6+ years of technical pre-sales or technical consulting experience OR equivalent experience.

Preferred Qualifications:  

• 7+ years of technical pre-sales, technical consulting, or related experience OR equivalent experience 
• 4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management 
• Microsoft Technology & Industry Equivalent Certification:
  • CISA, CISM, CIPP, CIPM, CIPT, CRISC, CCEP or GRCP
  • Microsoft SC-400 Certification
• Deep expertise within the areas of information protection, data risk mitigation, and privacy management.

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Responsibilities

• Join our Modern Work Team as a Cloud Endpoint Technical Specialist and help our enterprise customers modernize their endpoints and embrace a Zero Trust security model.
• As a pre-sales technical specialist your primary goal is to establish confidence and win our customers’ trust to use M365 Solutions which comprise of Windows 10 endpoints (physical or virtual) managed by Modern IT using Microsoft Endpoint Manager, Azure AD, and through ‘as-a-service’ model technologies.
• You will partner closely with the field sales solution specialists to understand our customers’ business challenges, determine the necessary technology strategy and remove technical blockers enabling digital transformation.  

As a Cloud Endpoint Technical Specialist (TS) you will:
Be the technical subject matter expert for Modern Work solutions:

• Deliver proof of Microsoft’s technology solutions to customers and secure their agreement that our solutions meet the success criteria for their Microsoft 365 endpoint cloud compute architecture.
• Lead technical presentations, demonstrations, workshops, architecture design sessions, proof of concepts, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's products and services, and how we can make their businesses more successful.
• Clear and unblock technical, competitive and security blockers to accelerate adoption of Microsoft 365 + Devices solution sales and customer usage.
• Everyone is responsible for pipeline growth. A great TS always seeks to identify new customer opportunity or demand for Microsoft solutions in their accounts, as well as participate in demand generating events and activities.  
• Own winning the technical decision and intent of customers for sales opportunities and usage scenarios, through tailoring your message, bringing ideas to customers, engaging with them to show our technology differentiation, and guiding them in decision making.
• Share practical knowledge with partners to drive the sale, deployment, and adoption of Microsoft solutions.
• Adopt a learn-it-all mindset to strive for deep understanding of M365 Solutions, Microsoft Endpoint Manager (MEM), Windows Virtual Desktop (WVD), Microsoft Managed Desktop (MMD), and Surface.
• Orchestrate complex solutions with internal and external partners for multiple Microsoft products and services.
• Shape current and future products and marketing strategies through feedback to sales, marketing, and engineering.

Stay sharp, share your knowledge, and learn practices from others:

• Continuously nurture and grow your technical, sales, professional skills, and competitive readiness.
• Participate in Microsoft technical communities and in the broader industry through events, blogs, whitepapers, training, and articles for your domain.
• Microsoft encourages thought leadership and leadership from every employee.

Qualifications

• Throughout your career you have gathered significant hands-on industry knowledge and experience in areas such as Unified Endpoint Management, Information Security, Identity & Management solutions, IT Infrastructure Architecture, and Virtualization solutions.
• You have relevant hands-on technical sales or consulting experience with products like Windows 10, Surface, Office 365, Microsoft Endpoint Manager (MEM), Intune, Azure Active Directory, Desktop Virtualization, WVD, or other related or competitive products.
• Strong customer facing and relationship building skills, coupled with your listening and questions-based selling skills help you see the “big picture” and develop innovative solutions to your customer’s challenges 
• You will be able to quickly achieve a Microsoft Certified designation or similar technical certification.