Azure Data & AI Specialist for Public Sector

Are you passionate about helping customers transform their businesses? Microsoft is at the forefront of this transformation; come and help organizations rethink aspects of their business in a way that sets them and their people up for success.

As an Azure Data & AI Specialist for Public Sector you will be a solution sales expert within our enterprise sales organization working with our most important customers on their Data Strategy and the modernization of their Data Estate across Analytics, AI Platforms and Data Governance. You will lead a virtual team of technical, partner and consulting resources to advance the sales process and achieve/exceed quarterly Data & AI revenue and usage/consumption targets in your assigned accounts. 

We work with customers to leverage data to help them achieve their business priorities and help guide customer’s journey through Analytics-led Azure Data transformation. We also support customers in evaluating their applications and business requirements, recommend solutions that meet their requirements, and demonstrate these solutions to win the technical decision.​

Brings impactful Data/AI industry insights into customer engagements and closes deals with customers. Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Develops Data/AI strategies for driving and closing strategic and/or prioritized opportunities. Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more.  Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.  In doing so, we create life-changing innovations that impact billions of livers around the world.  You can help us to achieve our mission.

Responsibilities

• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories
• 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.
• Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.
• Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors less experienced team members.

Qualifications

Required/minimum qualifications

• • Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND significant technology-related sales or account management experience OR extensive technology-related sales or account management experience.
  • Prior work experience in a Solutions Sales or Consulting position working with Data solutions ranging from structured/relational to semi/non structured data (examples: Cloud-based Data Warehouses, Hadoop, Spark, Data Lake), Data governance and Artificial Intelligence

Additional or preferred qualifications:

• • Fluent in Spanish and English languages
  • 8+ years solution or services sales experience.
  • Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND several years technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND extensive technology-related sales or account management experience.
  • Data estate workloads: Expertise in two or more data estate workloads like Microsoft’s Data & AI Platform (Microsoft Fabrics, Azure Databricks, CosmosDB, Azure SQL, etc.), AWS (Redshift, Aurora, Glue), Google (BigQuery), MongoDB, Cassandra, Snowflake, Teradata, Oracle Exadata, IBM Netezza, SAP (HANA, BW), Apache Hadoop & Spark, MapR, Cloudera/Hortonworks, etc.
  • Account Management. Effective territory/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  
  • Problem Solver. Ability to solve customer problems through cloud technologies  
  • Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
  • Executive Presence. Experience and expertise selling to senior business decision makers by aligning and reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
  • Leadership. Experience leading large cloud engagements especially those involving Strategic Analytics & AI solutions 
  • Competitive Landscape. Knowledge of enterprise software solutions and platform competitor landscape
  • Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs
  • Certifications with Azure Analytics, Azure AI or equivalent industry certifications preferred

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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