Microsoft Specialist Global Black Belt Azure HPC is a senior solution sales professional within our enterprise sales organization with a special focus to drive customer digital transformation agenda through the adoption of Azure HPC Infrastructure solutions in specific industries: Automotive, Manufacturing, Semiconductors, Energy, Finance, Media & Entertainment, Public Sector or Health & Life Sciences.Microsoft's Commercial Solution Area sets the sales strategy, leads technical sales, and operates as a hub for the Commercial Solution Areas and Support Services that power the Microsoft Cloud. Our team of GBBs (Global Black Belts) are specialized sales professionals focused on applying depth and breadth to complex customer deals across Solution Areas. We work closely with other Microsoft teams and partners, especially Account teams, Field Sales, Customer Success Units, Marketing, and Engineering to ensure those solutions meet our customers’ needs.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 - Lead and challenge customers with clear strategic vision of digital transformation.
- Drive Executive conversation both in and outside IT.
- Growing the YOY Azure HPC Azure consumption revenue in EMEA by:
- Successfully winning HPC workloads and projects in your sales area/Industry through demonstrating value of our specialized infrastructure.
- Enlarging footprint and cloud reach through co-selling with Microsoft Partners.
- Build IP and scale sales best practices and accelerate across enterprise sales teams.
- Expanding and deepening relationships and satisfaction of customers using Azure High Performance Computing platform.
- Be the leader of a global virtual team, driving resource management and execution.
- You will be the supporting key sales leader and influencer in shaping customer decisions to buy, build and transform new markets and lead transformational shifts in our customers. You will support the Microsoft team to win solution sales opportunities. Develop, communicate and provide high business impact solutions that enable digital transformation through High Performance Computing and AI Infrastructure.
- You will acquire and apply knowledge about Azure specific HPC solutions, e.g. Azure Batch or CycleCloud, to run hands-on customer demos or proofs of concept in order to accelerate the customer commitment to Azure HPC.
- You will influence the go-to-market strategy by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers. You will maintain and develop a positive Customer and Partner Experience (CPE).
- You will develop thought leadership in your field, speaking internally and externally.
QualificationsRequired: - Strong Technology-related sales or account management experience
- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field.
- AND technology-related sales or account management experience in HPC sales.
- OR Master’s degree in physics and experience as a user of HPC clusters.
- Industry expertise: Industry HPC experience in at least one of the following industries – Automotive, Manufacturing, Semiconductors, Energy, Finance, Media & Entertainment. or Health & Life Sciences.
- OR Public Sector is required.
Experience, Skills And Knowledge - 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.
- 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.
- 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, Researchers and HPC SMEs.
Additional Or Preferred Qualifications - Recognized and rewarded experience selling HPC solutions to large/global enterprise customers.
- HPC Experience: HPC Compute and/or HPC Storage (HPC, AI, bare metal) selling experience in public-cloud based solutions.
- Sales expertise (presentation skills), and consultative selling, proven track record in in sales, sales management, complex sales training, sales methodologies.
- Account Management: Proven record of effective account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation.
- Partner Knowledge: Strong knowledge of the HPC-related enterprise solutions, partner ecosystem, and platform competitor landscape.
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.
