中途採用/Specialist Manager (Azure Infrastructure)
仕事内容
The Azure Infrastructure Specialist Manager is a senior leader within our enterprise sales organization. The Azure Infrastructure Specialist Manager leads, develops and manages a team of high performing Azure Infrastructure, Azure SAP and Azure Customer Acquisition Specialists to drive solution opportunity revenue and market share by executing the Migrate, Innovate, and enable sales priorities to migrate infrastructure workloads to Azure including SAP, modernize existing applications leveraging the Azure platform and services, and develop Cloud Native applications and solutions built using Microsoft Azure, and related technologies.
Responsibilities
The Azure-Infrastructure Specialist Manager is responsible for:
Sales:
Lead sellers to drive the Azure-Infrastructure business to overachieve revenue, consumption, and scorecard targets
Develops their seller’s Solution Sales and technical skills to sell the business outcomes of the broader Azure Infrastructure platform
Ensures orchestration among sales team and other teams engaging in the customer (e.g. partners, services, Customer Success, engineering support, etc.)
Maintains the pipeline and the forecast to required operational standards
Drives new business opportunities to achieve targets contributing positively to relevant subsidiary scorecard metrics
Even higher levels of operational excellence. Ensure appropriate 4 quarter qualified pipeline in place by workload/solution.
People Management:
Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example and by preparing people for more senior positions in other parts of the organization.
Coaches Seller’s with a "challenger mentality" by prompting Seller’s to engage early and lead with new insights on how to grow the customers’ business.
Successful teams and team members are recognized and rewarded, both within the sales organization and at Corporate levels.
Customer centricity:
Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration
Lead sellers to drive end-to-end business solutions, increasing customer and partner satisfaction and average deal sizes YoY.
Lead cross-team to ensure customer intent to consume cloud services sold.
Partner Engagement:
Bring together Microsoft solutions with Partner solutions, fully leverage the synergy effect with our partners, and co-sell with them to make deals bigger and faster.
Market Maker & Solution Thought Leader: Acting a credible advisor to customer technology and business leaders, having a strong and active external network and be a credible spokesperson in the Solution Area domain
Purposeful Planner and People Leader: Delivering Impact by having a consistent coaching rhythm, maintaining excellence in pipeline management, forecasting and driving integrated customer/territory planning, continuously enhancing technical capabilities across the organization to achieve technical excellence in customer interactions
Secure and Drive New Azure Infrastructure Revenue & Customer Adds
Coaching for Sustainable Growth planning and execution for revenue and MAL Penetration through excellence in data-driven business managementDrive Sales Leadership and Field + Partner Readiness
Delivering impact by scaling through partner engagement and enabling best practices sharingCoach and Enable team to win the Technical Decision:
Coach the team to win new Azure Infrastructure projects through strong technical sales motionsPersonally, commit to generate and protect Microsoft trust by modeling integrity every day and contributing to ethical sales and sustainable growth.
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応募資格(必須経験など)
Qualifications
Professional Experience
10+ years of experience:
solution sales for Azure Infrastructure solutions or similar business applications
selling software-as-a-service or cloud-based business applications to enterprise customers
identifying unique and complex business challenges and solutions
leading multi-million-dollar Azure Infrastructure deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members.
successfully displacing competitors
carrying and exceeding a large sales / cloud consumption quota by driving and closing enterprise deals
demonstrated passion and commitment for customer success
5+ years of experience:
Demonstrated Sales and Sales Management experience in Enterprise sales.
Demonstrated people leader able to coach and inspire a diverse team of Sales and Pre- Sales Professionals.
Deep Understanding of:
oAzure Infrastructure solutions and how they translate into business impact
oThe enterprise customer needs of global customers
oWorking knowledge of Microsoft’s commercial cloud offerings - including Azure Infrastructure
oCompetitors and related ecosystem
oThe business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments.
Excels at developing strong relationships and leadership connections to understand customer needs.
Adept at challenging perspectives with new ideas that reframes thinking about deriving value from Microsoft solutions.
Very strong presentation, white boarding, and communication skills.
Strong negotiating skills
Technical
Technical Knowledge. Possess both business acumen expertise and technology knowledge to connect how customer business issues impact their IT environments
Certifications. Azure Admin Associate or Architect
Education
Bachelor’s degree in Computer Science or a similar information technology-related discipline, or in Business Administration, or relevant job experience required.
Master’s degree preferred
Certification in sales, sales management, complex sales training, sales methodologies, broad evangelism through events (presentation skills), and consultative selling preferred