Azure Sphere Solution Sales Specialist (Baldwin)

Employment Type

: Full-Time


: Sales

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Microsofts mission is to empower every person and every organization on the planet to achieve more. The Consumer and Device Sales team plays a critical role in achieving this mission. Were positioned right at the intersection of customers, hardware partners and channel partners. We work closely with our external ecosystem and internal business groups to deliver amazing customer experiences powered by Microsoft Windows, Surface, Office, and
Xbox, along with Azure, Azure Sphere, Azure Stack and Windows Server.

Opportunities in CDS are expansive because we span the entire product lifecycle - from incubation, prototyping and portfolio planning to the design-in, sell-in and sell-through motions that touch consumer and business customers. Were also driving innovative IoT solutions and helping companies with their digital transformations. All of this wraps up under our special charter of working with partners to build and sell Intelligent Edge devices and solutions that empower everyone to achieve more.

As a member of our team, youll be part of a rapipdly growing business and charting new
areas of innovation. If that appeals to you, its an exciting time to be here in CDS.The CDS Internet of Things (IoT) Sales Team is sitting at the intersect of the Intelligent Edge and Intelligent Cloud, enabling Microsoft Partners to leverage all of Microsofts assets and platforms in the transformation of their businesses and industries through Intelligent Edge-to-Cloud solutions. We are the Intelligent Edge specialist team, driving scale impact through partner enablement, across System Integrators, ISVs, OEMs and Solution Aggregators and more. From Windows IoT, Azure Sphere, Mixed Reality to Azure IoT, we drive partner success from inception, through solution creation to solution co-sell.

The Azure Sphere Specialist is front and center in our partners digital transformation using Azure Sphere devices and Azure-based cloud security solution and will establish key business relationship with Azure Sphere unique partner eco-system, orchestrating alignment and pipeline with account
managers & eco-partners.


20%) Business Development: Identify opportunities within key target verticals & markets for both device & solutions sales. Establish deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company. Develop customers buying vision for how Microsoft Azure Sphere & Azure platform can help them reduce costs, increase business agility, and execute sales and consumption plans to ensure fiscal year and long-term revenue and consumption goals are achieved. Lead public cloud discussions with customers and help optimize their IT environment and investments. Build relationships and work closely with GSMO/WCB to drive Sphere lead generation & readiness motions. Work with Azure Sphere Technical Specialist and Channel Executive community to further define motion with top managed accounts. Focus on intense competitive design-in against AWS, Google and other competitors.

2. (25%) Trusted Advisor for Partners: Establish key business relationship with Azure Sphere partners and become the trusted on solution, business model transformation ideation and security. Understand the partners security concerns, device-to-cloud solution roadmap, competitive challenges, services vision and create differentiation strategies. Build trusted cloud & security subject matter expert position in depth with the starategic partners through a deep understanding of the partners cloud strategy and business imperatives. Maintain a deep knowledge of the IoT devices and solution market as well as industry trends to share with partner. Provide partner go to market and on boarding assistance as needed. Achieve and exceed Azure Sphere shipped units and the number of committed customers with large orders. Support the channel ecosystem owner in
recruiting and activating regional partner ecosystem to drive IoT sales.

3. (35%) Opportunity Management: Work closely with both partners and internal Microsoft roles across the company, to take advantage of up-sell opportunities for IoT device-to-cloud repeatable solutions with the device builders. Drive POCs and pilots for Azure Sphere Services across this
ecosystem. Work with partners to build a plan to increase sales of Azure services. Support partners and channel executives with registered designs to maximize results and return on investment and qualify engagements to drive the sales. Balance the qualification & measurement of both short-
and long-term opportunities in FY20 (brownfield & greenfield). Orchestrate internal alignment and pipeline reviews with CDS channel executives and respective ecosystem partners to ensure the growth of solution pipeline.

4. (20%) Organization Leadership: Engage with and bring together eco-system partners to deliver end-to-end solutions (incl. module makes, system integrators, software providers and silicon manufacturers). Lead a virtual team of technical, marketing, partner and consulting resources to advance the sales process and achieve/exceed Azure Sphere targets. Establish close alignment with MSFT segments teams in GSMO/WCB across the region to generate leads on Azure Sphere, advocate partners, and provide feedback to Corp teams and Regional IoT cross segments. Orchestrate relevant and applicable internal resources to drive maximum coverage on key opportunities and strategies. Drive strong collaboration across Microsoft teams to ensure connected device end to end IoT solution capability with broad partner ecosystem including all Partner types and partnering with WCB & OCP where applicable.


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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a requestvia the Accommodation request form.

2+ years of experience in solution-based selling to senior business decision makers.

Undergraduate degree preferred

Knowledgeable and experience in enterprise and solution selling. Executive maturity and business acument. Experience engaging C-level executives.

Experience in managing opportunities in context of hardware development lifecycle

Knowledge of hardware, silicon, security, MCU markets

Demonstrated ability to develop and execute strategic plans and to drive influence in a matrixed environment with partners

Strong strategic skills including ability to quickly understand issues, scope requirements, drive viewpoints and support across divisions, map out the plan for success and implement

Strong planning and organization skills, with the ability to manage multiple, complex projects simultaneously.

Strong analytical skills to (1) identify market opportunities, (2) quantify results and (3) execute on COE plans.

Experience in problem solving leveraging internal and partner resources where and when needed to do whats right for the customer and for the organization.

Experience with professional services engagements.

Excellent interpersonal, collaboration, planning and leadership competencies

Passionate about partners and customers.

Professional Training and Certification preferred: Sales and partner management, complex sales training (e.g., Challenger Sales, Miller Hyman, Spin, Michael Bosworth, Holden, etc.), and sales methodologies (equivalent to MSP).

Ability to travel (+30%)

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

Associated topics: business development, cloud, cloud sales, cloud technology solution, salesforce, sales force, sales compensation, sentext solution, server, software

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