At Small Medium Enterprises and Channel (SME&C), we are leading a fast-growing, Artificial Intelligence (AI)-powered global sales team—one that is deeply driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem,we are redefining how businesses of all sizes adopt technology to drive growth and innovation.SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, performance-focused, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.This role is part of Global SMB segment, working primarily with digital natives, enterprises, and small businesses that maintain a direct relationship with Microsoft. Success is measured by net-new revenue contribution; workload adoption and expansion across the assigned portfolio.
Responsibilities
Sales Customer Engagements
- Proactively engages with and reaches out to customer technical decision makers
and influencers proactively and independently. Utilizes information on customer
business, industry, needs, competitive landscape and key priorities to supportcustomer's digital transformation, challenge them when necessary, and positionthe customer to deliver architectures. Keeps up to date with customerinformation, industry and market trends, and compliance regulations.
- Uses knowledge of customer context, cross-solution or portfolio expertise, and
deep technical and market/industry knowledge to build credibility with customers
individually or at scale.
- Leads and ensures technical wins for core and adjacent technologies by leading
technical discussions with customers and establishing rules of engagement (e.g.,
role boundaries, handoff strategies) for extended teams, leveraging knowledge ofprocesses (e.g., Managed Service Provider, co-sell Partners), tools, and programs(e.g., FastTrack, End Customer Investment Funds).Searches for customerreferences to use in engagements.
- Leverages knowledge of resources (e.g., roles, Microsoft Technology Center,
demo sites, virtual sites) with limited managerial support and proactively engages
product and support teams (e.g., engineering) to remediate blockers byconveying impact.
- Understands team resources and supports efforts to maximize the impact of
customer engagements through capacity planning, prioritization, capabilities
assessment, and utilization of resources. Receives instructions to prioritizeresources and works to maximize selling time to achieve scorecard objectives andsubsidiary strategy as directed.Scale & Collaboration
- Captures core competitive knowledge across solution areas and delivers back to
product and engineering teams to enhance team capabilities and develop
compete strategies.
- Applies and customizes existing demonstration assets. Demonstrates and
oversees demonstrations (e.g., Architectural Design Sessions, Proof of Concept
sessions) of solutions based on multiple Microsoft products through initialengagements.
- Monitors and analyzes action plans to promote customer usage of key/prioritized
Microsoft solutions/products that support customer’s business outcomes.
Identifies opportunities to promote usage.
- Applies the orchestration model to proactively drive deal closure by identifying
and aligning internal stakeholders and leveraging and expanding relationshipswith partners.
Architecture Design and Deployment
- Receives and synthesizes data about customer/partner business and technical
requirements, addresses them with technical architecture(s), and demonstrates
and proves the capability and value of those solutions through designcollaboration sessions with the customer/partner.
- Drives pilots, proof of concept (POC), and value (e.g., optimizing solutions and
costs) for multiple technical solutions across technology areas to prove the
proposed architecture design. Moves the customer forward from pilots toproductive deployments by rooting pilots in business impact. Appropriatelyleverages growth levers (e.g., Azure Credit Offer [ACO]) to ensure successfuladoption of POCs.
- Leads customer/partner projects that implement technical architecture(s).
Provides thought leadership for technical architecture design, development, and
deployment and supports the customer/partner throughout pre-sales and/orimplementation.
- Identifies, escalates, and works to resolve technical blockers (e.g., changing
configurations, sample coding) to accelerate architecture implementations, and
routes non-technical issues for removal by appropriate party.
- Adapts methodology and applies governance to identify, communicate, and/or
minimize business and/or technical risks, defines customer/partner conditions ofsuccess, adheres to quality assurance, and calculates risks whilst designing and/ordelivering solutions.
Driving Customer Success
- Builds customer timelines to identify and gain buy in on metrics in conjunction
with partners to align with customer's digital transformation initiative and expand
customer success coverage as a discipline. Establishes cadence for checking inand reporting on people, process and technology progress.
- Acts as the Voice of the Customer by driving new feedback, blockers, insights,
resource (e.g., OneList, End Customer Investment Funds) items across territories
so they can be added and prioritized. Represents the customer to product teamsto shape products and services by providing insights across the territory.
- Identifies gaps and drives new workloads through communication of financial
value to the customer, collaborating with sales team and driving new workloads.
Builds on her or his network and industry experience to connect customers withideas, people, and resources to new support customer opportunities. Cultivatesthe strategic image of Microsoft as a valued business partner that serves a widerange of customers/partners by aligning the vision for Microsoft cloudtechnologies with future industry needs. Creates a vision with business solutionscenarios and partners/services that helps the customer meet their business goalsand achieve their long-term corporate vision. Enables partners to a certain extenton projects to be a part of the client-side team.
- Drives new workloads jointly with sales team by leading demand generation and
actively identifying new engagements. Holds peer teams accountable, and bringsinsights to drive success of Microsoft cloud solutions by taking ownership ofmilestones within engagements. Drives One Microsoft mindset.
Technical Leadership
- Builds their own readiness plan and proactively identifies learning gaps. Grows
domain knowledge and practices expertise by communicating with customers,
partners, and senior colleagues to expand knowledge of architecture.
- Shares ideas, insight, and strategic, technical input with team members using
knowledge of Microsoft cloud solutions and their context in the competitive
landscape. Provides thought leadership by acting as role model for the architectcommunity and consistently sharing knowledge to increase the functional ortechnical skills and expertise of peers in ways that impact career goals andbusiness outcomes.
- Monitors and responds to internal and external tech community posts, attends
community calls, sessions, hackathon, etc., and acts as a mentor for their
technology area. Contributes and participates in Customer Executive BriefingCenter sessions. Shares best practices internally on community calls and drivesrecognition of Microsoft Cloud solutions through presentations andengagements with external audiences.
- Conducts group training or one-to-many events (e.g., workshops, webinars) to
present and educate customers and colleagues on the capabilities and benefitsacross Microsoft solutions/products. Ensures customer cloud platformenablement by gaining buy in at the C-level for cloud platform readiness andorchestrating various resources within Microsoft, partner, and customer resourcesto get them on board with Microsoft's cloud platform environment readinessinitiative.
Other
- Embody our culture and values
Qualifications
Required/Minimum Qualifications
- 8+ years experience in technical architect, technical consulting, design and implementation, and/or technical sales
- 5+ years experience with cloud-based solution designs, migrations and
management of technology.
- 3+ years of experience in pre-sales and in a direct quota carrying role.
OR Relevant certifications from Microsoft or competitive platforms AND8+ years experience in technical architect, technical consulting, design andimplementation, and/or technical sales in a quota carrying role.OR equivalent extertise and experience.
Additional Or Preferred Qualifications
- Bachelor's Degree in Computer Science, Information Technology, Engineering, or related field AND 8+ years experience in technical architect, consulting, design and implementation, and/or sales
- OR equivalent experience.
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.
