Leads discussions with stakeholders and decision makers for high-value customers to identify, qualify, and accelerate sales opportunities. Leads collaborations with others on whitespace analysis and leverages expertise to identify and capitalize on business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Synthesizes evaluation of the solution area(s) and market to strategically align sales plays with complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Leads partnerships with others cross-organizationally and guides the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services. Leads sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Leads the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
Technical Presale & Customer Engagement
- Act as the lead technical presale professional, driving the sales strategy tailored to each customer's security and industry priorities across Finance, Insurance, Pharma, Telco, and Manufacturing.
- Showcase Microsoft's dedication to secure, AI-powered transformation and address specific architectural needs within the customer success plan to foster long-term partnerships through AI-driven insights.
- Lead partner teams and resources to activate technical co-selling strategies and drive partner attach to each opportunity through every stage in the presale lifecycle.
- Assess and technically qualify sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced methodologies.
- Lead technical strategy development and architectural design sessions for driving and closing complex, high-value opportunities with a resolute, do-what-it-takes mindset.
- Partner across organizations (e.g., Account Team Unit, CSU, ISD, GPS) to drive deal orchestration and ensure seamless handoffs throughout the deal lifecycle.
Sales & Pipeline Management
- Embrace the challenge of a high-pressure, quota-carrying presale role by strategically analyzing business and emerging technical opportunities to enhance the customer portfolio.
- Integrate technology to accelerate growth across assigned domains.
- Employ comprehensive analysis of propensity, renewal, consumption, and usage data to refine and execute the technical sales strategy.
- Lead rigorous sales pipeline reviews with internal senior stakeholders to drive forecasting accuracy and meet demanding sales targets using AI-powered tools.
- Coach others on maintaining sales and consumption pipeline hygiene to achieve assigned metrics and monitor adoption trends.
Technical Presale Strategy & Storytelling
- Act as a master technical storyteller who serves as a key presale point of contact for internal senior stakeholders to strategically drive customer success.
- Proactively engage with account teams to translate the customer's artificial intelligence transformation vision into actionable presale architectures and business priorities.
- Lead collaborations on whitespace analysis and leverage technical expertise to capitalize on market gaps utilizing AI-driven market intelligence tools.
- Synthesize evaluation of the market to strategically align presale plays with complex customer priorities and forecast future market needs using predictive analytics.
- Act as a technical subject matter expert and trusted advisor for customers to drive the adoption of technologies that advance their strategic digital transformation goals.
Required/Minimum Qualifications
- Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field.
- 10+ years of experience in technology-related sales, presales architecture, or technical account management focusing on Enterprise clients.
- Demonstrated deep technical history and hands-on experience in a technical presale capacity with Cloud architecture (Azure preferred) and advanced AI solutions.
- Proven track record in a quota-carrying technical presale environment with the ability to thrive under high-stress targets, demonstrating a clear can-do and do-what-it-takes approach.
Additional or Preferred Qualifications
- Master's Degree in Business Administration, Information Technology, Information Security, or a related field.
- 12+ years of experience in technology-related sales, technical presale, or account management.
- Subject matter expertise in at least one of the following industries: Insurance, Finance, Pharmaceutical, Telco, or Manufacturing.
- Hight technical storytelling skills with a demonstrated ability to translate complex AI and Cloud concepts into compelling business value propositions for C-level executives.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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