Senior Azure Iot Solutions Specialist

3 days ago

Wellington City, New Zealand Microsoft Full time

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 lives around the world. You can help us to achieve our mission.

Being part of the Global Black Belt team will allow you to maintain and develop your IoT expertise across Microsoft and non-Microsoft cloud-based infrastructure technologies, showcase your expertise at various Microsoft and Industry conferences and work directly with our product engineering teams to influence the evolution of our end-to-end IoT technologies.

**Responsibilities**:

- **
Sales Execution**:

- Bring impactful Industry insights into customer engagements and lead transformational shifts to create business value.
- Orchestrate with account teams or partners, facilitates the Account team unit (ATU) and/or Specialist Team Unit (STU to build pipeline in collaboration with partners and services.
- Drive consumption and grow the business with strategic customers and develop strategies for driving and closing strategic and/or prioritized opportunities.
- Drive Business Model Innovation workshops at the CEO/Board level with the customer for exploring art of the possible and help build new revenue streams where required.
- **
Scaling and collaboration**:

- Lead planning and execution on opportunities with IoT resources and partners to cross-sell and up-sell, across solution areas, and provide feedback to the IoT partner ecosystem team on developing partner strategies.
- **
Technical Expertise**:

- Lead conversations and develop strategies for best practice sharing and contribute ideas that can be instituted across Microsoft.
- Leverage and share competitor knowledge, and proactively provide analysis of the competitive landscape to provide feedback to other teams.
- **
Sales Excellence**:

- Builds and transform new markets by leveraging technical and industry expertise, review feedback and set long term strategies at maintaining levels of client satisfaction.
- Act as a thought leader and engage in Rhythm of Business (ROB) meetings to review and plan for strategic accounts and collaborate to pursue high-level potential target list of potential business.
- Manage end-to-end IoT business for accounts and opportunities, developing a portfolio and territory plan to drive intentional selling and lead forecasting.

**Qualifications**:

- Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field.
- Master’s degree preferred
- Certification in sales, sales management, complex sales training, sales methodologies, or consultative selling preferred
- Certification in IoT, cloud platform technologies, cloud architecture or information security preferred.***:

- **Sales Experience**: Strong experience selling business solutions to large/global enterprises required.
- **
IoT Experience**: At least 3-5 years of IoT selling experience in enterprise public cloud-based solutions.

Other Qualifications:

- Embody Microsoft culture and values
- **
Business Leader**: Disciplined in business-management, meeting sales targets and operational standards. Mentor other sellers by prompting them to engage the customer early with new insights. Demonstrated experience influencing senior stakeholders within customer and own organization.Excellent territory, opportunity and pipeline management, including the ability to improve the sales process and being Data-driven, independent thinker who can operate within a broad framework.
- **
Solution Expert**: Deep understanding of unique solution area value, key areas of differentiation, and knowledge to create industry-centric use cases for the solution area.
- **
Business Value Seller**: Proven record of effective account management, particularly demonstrating coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and; coaching the customer through business case creation, approval, and stakeholder buy-in.
- **
Technical Acumen**: Experienced at driving solutions to full production roll out and solving technical challenges encountered through the project implementation. Strong synthesizer of tools, services and resources with own expertise to build complete end to end solutions.
- **
Audience Credibility**: Has credibility with key decision makers within our customers (CEO and board level). Ability to influence target decision makers such as Business Decision Makers, Operational Technology Leaders, Data Scientist etc.
- **
Social Seller**: Builds a strong and active business network that stretches and influences far beyond themselves, including leveraging social selling tools such as LinkedIn Sales Navigator.
- **
Excellent Communicator and Collaborator**: Strong relationship building, neg

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