ประสบการณ์:

6 ปีขึ้นไป

ทักษะ:

Power BI

ประเภทงาน:

งานประจำ

• Advance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof requirements, and securing the customer s solution design endorsement.
• Engage with the account team to land solution envisioning sessions and business value assessments.
• Proactively deliver compelling customer centric solution demonstrations based on technical workload expertise while building Business Decision Maker/CxO/Technical Decis ...
• Address solution architecture considerations and competitive objection handling.
• Assist in formalizing the customer proposal.
• Collaborate with Partners and Customer Success to align on agreed upon deployment plan and Key Performance Indicators.
• Lead discovery sessions in each opportunity, yielding output of customer-agreed business challenges and win themes prioritized with business value.
• Required/minimum qualifications Master's Degree in Computer Science, Information Technology, or related field AND 4+ years technical pre-sales or technical consulting experience OR.
• Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years technical pre-sales or technical consulting experience OR.
• 7+ years technical pre-sales or technical consulting experience OR equivalent experience.
• Additional or preferred qualifications Certification in relevant technologies or disciplines (e.g., Office 365, Power BI, Azure Architect and Development exams, Cloud Platform Technologies, Information Security, Architecture).
• 6+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
• 8+ years technical pre-sales, technical consulting, or technology delivery, or related experience OR equivalent experience.
• MCAPSRegionsASEAN
• 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.

ประสบการณ์:

4 ปีขึ้นไป

ทักษะ:

Quality Assurance, Assurance, Industry trends

ประเภทงาน:

งานประจำ

• Customer Obsession, matching customer needs with appropriate Microsoft resources and repeatable IP, e.g., by giving the customer confidence that we can help them achieve their desired business outcomes, including readying them for AI at scale, using Value Based Delivery.
• Understanding the critical levers that impact achievement of targets/ business objectives and planning ahead to overcome any associated constraints or risks.
• Continuously building their capabilities to meet MS/Customer priorities and personal ...
• Becoming your customers AI Ready transformation consultant by upskilling in workloads/scenarios that ready them to innovate with AI at scale. Use this knowledge at every opportunity to support customers in their AI journey.
• Understanding the focus areas for your role & team.
• Customer CentricityGathers customer/partner insights (e.g., feedback around technical preferences, environments, business needs, competitive landscape), and maps architecture and digital transformation solutions to customer/partner business outcomes. Acts as the voice of the customer (VOC)/partner by driving new feedback, insights, and resources across internal teams to add and prioritize. Represents the customer/partner to internal teams (e.g., Engineering) to shape products and services by providing insights across the territory. Advocates for the customer/partner at all opportunities and shares customer success stories with the wider internal team.
• Develops and expands existing impactful relationships with customer and partner architects and technical specialists, technical decision makers (TDMs), and business stakeholders. Receives and synthesizes data about customer/partner business and technical requirements, addresses them with technical architecture(s), and demonstrates and proves those solutions' capability and value through design collaboration sessions with the customer/partner. Contributes to and understands how work aligns with customer success plan and meets customer/partner needs by partnering with the appropriate internal teams and resources to deliver customer outcomes. Supports customer/partner skilling and addressing identified capability gaps (e.g., skills, capacities) by delivering as a trusted technical advisor to ensure customer readiness by facilitating technical discussions and adoption of technical best practices (e.g., architecture, well-architectured principles, required technical skills and roles) and enabling operational health and cloud readiness. Assesses and transfers knowledge to close customer/partner capability skill gaps, taking action through peers as appropriate. May identify and recommend most qualified partners to meet customer project needs.
• Guides other team members to focus on customer/partner experience through efficient delivery and ensuring a seamless and connected customer experience. Supports definition of customer/partner conditions of success. Anticipates customer/partner dissatisfaction and unmet needs and executes strategies to improve experience, value realization, and acceleration of customer transformation.
• Actively listens and respectfully challenges customers/partners when going in the wrong direction, presents insights and alternatives, and takes action appropriately.
• Business Impact Identifies and anticipates issues and advises customers/partners to operate and optimize performance in accordance with Microsoft best practices. Adapts methodology and applies governance to identify, communicate, and minimize business and technical risks. Adheres to quality assurance standards and calculates risks while ensuring excellence in the design and/or delivery of solutions. Leverages standard tools to ensure accurate opportunity and milestone execution and pipeline hygiene.
• Drives customer/partner relationships to anticipate, identify, escalate, and work to resolve technical blockers to accelerate consumption and solution implementations (e.g., by application of technical capabilities). Routes non-technical issues for removal by the appropriate party. Applies broad business and technical knowledge across various architecture or other Microsoft solutions to meet business and information technology (IT) requirements and resolve identified technical constraints. Shapes and enhances customers' requirements.
• Proactively uses knowledge of the offerings, practices, products, services, solutions, and value propositions of Microsoft and its competitors in customer/partner conversations to identify and/or guide and support partners in developing growth opportunities based on knowledge of customer/partner needs. Contributes to increase in consumption and aligns with Customer Success Account Management or other Account Team members on customer/partner priorities to drive growth in consumption via cost optimization, operational excellence performance efficiency, and security. Drives architecture design, resiliency reviews, and technical optimization that result in production deployment application and increase customer/partner usage and consumption. Ensures that the customer/partner's application has as few points of failure as possible. Consults and provides thought leadership for technical solution clarity, design, development, and deployment (including with and through partner technical stakeholders) and supports the customer/partner throughout implementation to achieve value outcomes and Microsoft's Customer Promise.Understands industry trends and the competitor's architecture solutions and identifies Microsoft's strengths over competitive solutions to drive conversations with customers/partners and convince them of solution.
• Technical Leadership Proactively develops technical and professional learning and development plan in alignment with and support from their manager. Role models effective technical readiness. Acts as a mentor and role model to less experienced colleagues to educate them on technical and non-technical concepts. Participates in development opportunities (e.g., Ready, Build, Ignite).
• Shares ideas, insights, and strategic technical input with technical teams, internal communities across the field, and the larger virtual team across Microsoft using a thorough knowledge of specific Microsoft products and their context in the competitive landscape. Participates in external technical community events (e.g., conferences, seminars, technical meetups, Webcasts, blogs, hackathons) and shares learnings with the internal team. May obtain management support for assembling and leading a local virtual team.
• Generates new ideas for changes and improvements to existing intellectual property (IP), technologies, and processes for designated customers/partners. Drives opportunities for IP reuse, best practice sharing, and consumption acceleration. Proactively identifies gaps through delivery and communicating those gaps to others (e.g., Leadership, managed intellectual property [MIP], Design, and Governance). Applies subject matter expertise to develop new IP that fills identified gaps.
• Specialty Responsibilities Understands solution area-specific market opportunities (e.g., competitor insights) and collaborates with Global Partner Solutions (GPS) business stakeholders to lead and execute initiatives to translate opportunities into actions. Proactively guides and supports partners in developing repeatable offerings, practices, products, and solutions. Advises the partner throughout initial strategic customer implementations.*.
• Identifies and prioritizes several opportunities that align with revenue goals, and orchestrates growth of solution utilization pipeline with partners. Provides assistance with partner and sales teams to bring clarity to specific opportuniites through proof of concept and technical pre-sales support.*.
• Required/Minimum Qualifications Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND 4+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting OR equivalent experience.
• Additional or Preferred Qualifications Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND 8+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting OR Master's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND 6+ years experience in cloud/infrastructure technologies, technology solutions, practice development, architecture, and/or consulting.
• OR equivalent experience.
• 4+ years experience working in a customer-facing role.
• 4+ years experience working on technical projects.
• Technical Certification in Cloud (e.g., Azure, Amazon Web Services, Google, security certifications).
• MCAPSRegionsASEAN 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.

ประสบการณ์:

5 ปีขึ้นไป

ทักษะ:

Sales, ERP, Contracts

ประเภทงาน:

งานประจำ

• Carry the primary responsibility to achieve revenue goals and gain compete share by ensuring faster than market growth.
• Partner with and lead Account Planning Team on Account Plan for Business Application opportunities, including decision maker identification and solution play selection.
• Establish and build C-Suite and Business Decision Maker (BDM) relationships as an industry aligned Business Applications solution expert.
• Build & maintain the required range of qualified pipeline coverage through a rolling 4 quarter period.
• Deliver the One Microsoft narrative and solution pitches to C-Suite executives and Business Decision Makers.
• Orchestrate business value + technical solution demos to align with the customers desired business outcomes and solution requirements.
• Manage long-term contract renewals with existing accounts to ensure long-term satisfaction and successes.
• Actively and regularly engage in sales community calls/channels and share learnings and best practices.
• 5+ years of technology-related sales or account management experience.
• Experience selling CRM, ERP or cloud-based business applications to large enterprise accounts. Developing pipeline through BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, and an ability to measure and present incremental and new economic value from solutions proposed.
• Ability to sell connected end-to-end business transformation solutions across business units within accounts.
• Design Thinking and Solution Envisioning.
• Strong presentation, white-boarding, and communication.
• Leading/orchestrating sales processes across account planning, opportunity planning, customer decision frameworks, evaluation plans and sophisticated business case discussions.
• Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
• Demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
• Strong track record and history of exceeding sales quota.
• Experience selling into one of the following industries: Financial Services, Telecommunications and Retail.
• Preferably Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.
• MCAPSRegionsASEAN 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.

ทักษะ:

Sales

ประเภทงาน:

งานประจำ

• Be the security leader and expert for your assigned territory. Leads and plans for accounts across territories, does business analysis to pursue high-potential sales opportunities and manages the End-to-End Security business across the territory.
• Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded.
• Build, own and manage CISO and other key C-stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influ ...
• Understand customer cloud and security initiatives, compete landscape as well as gaps between current and desired security posture. Capture the opportunity of customers journey to balance the need for security and employee productivity with the right process and visibility.
• Demo and whiteboard the cloud security solutions and the relevant security architecture. Lead and orchestrate V-Team to drive an end-to-end value selling from discovery to demonstrating and proving business value.
• Engage security partners to help scale and accelerate the sales cycle while also ensuring a deployment plan is in place for accelerated deployment with partner added value services.
• Perform ROI and TCO analysis and leverage various commercial offers and programs to build a compelling business case accelerating negotiations and deal closure. Drive to exceed quarterly and yearly revenue targets and other sales goals. Manage sales hygiene via accurate forecasting and deal updates within sales CRM.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
• Technical Expertise: Leads end-to-end Security conversations, shares best practices and key competitor knowledge across solution areas, and evaluates opportunities to make recommendations on pursuit or withdrawal. Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration.
• Experience driving new sales and new customers using innovative approaches, leveraging joint partnership events, social selling (LinkedIn) and networking.
• Enterprise customer level experience with cloud, security technologies (Identity and Access Management, Threat protection, Data protection, Cloud Security), and industry standards recommended.
• Sales Excellence: Leads and plans for strategic accounts in the assigned territory, does business analysis to pursue high-potential customers and manages the End-to-End Security business across the assigned territory. Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
• Sales and Technology Exceed sales goals in an assigned sales territory.
• Demonstrated sales and partner management experience.
• Competes to win new market share.
• Significant experience delivering persuasive presentations to business decision makers..
• Required/minimum qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience OR.
• 7+ years technology-related sales or account management experience.
• Security Sales Experience: experience selling security solutions to CISO, CDO, CTO and other key C-level stakeholders.
• Understanding of cloud security technologies: Threat protection (Endpoint security, E-mail security, Incident Response, etc.), Kill Chain, CNAPP, SIEM., Multi-Cloud Security, Identity and Access management.
• Additional or preferred qualifications 6+ years solution or services sales experience. Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience OR.
• Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience OR.
• 9+ years technology-related sales or account management experience.
• MCAPSRegionsASEAN 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.