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The Digital Technology Specialists - Azure/ Infra is expected to:

•Win technical decisions in associated solution plays for Azure by designing solution through architectural approach and consultancy in Inspire & Design and Empower & Achieve stages; present and apply architecture patterns to drive customer outcomes and drive cross-workload support

•Own technical discussions - Drive the technical decision and accelerate uncommit-to-commit pipeline; price winning architectures and use technical expertise to influence customer vision. Leverage technical architecture reviews, Tech@Scale storyboards and solution assessments to secure commitment

•Work with customers to plan on their modernization and optimization strategy to foster long-term strategic relationships, in Grow & Acquire accounts

•Technical lead generators, build and extend relationships with customer technical contacts to build trust and identify new workload opportunities, particularly in TnT accounts.

•Remove technical blockers for customers to accelerate new projects and help Specialists in securing customer commitment for MVP, and position relevant Azure support offerings

•Champion Cloud Ready principles and CAF/WAF fundamentals in all qualified pursuits to benchmark customer Azure capabilities and plot a skilling plan for sustainable growth including ESI

•Deeper technical engagement on TnT/Focus accounts (10+) with aim of driving >10% ACR growth + 1 additional workload vs mainstream accounts, and a Customer success plan

Responsibilities

Scale Customer Engagements

· Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team and helping lead sales strategy.

· Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers.

· Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, account teams), leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references.

· Leverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU) and proactively engages product teams (e.g., engineering) to remediate escalated technical blockers by conveying impact and anticipating and addressing future potential blockers based on needs.

Leverage Partner Ecosystem

· Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and developing deep partner relationships.

· Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.

Build Strategy

· Builds competitive knowledge, documents compete patterns, and shares within the community to drive change and escalations for competitive selling strategies. Acts as a subject matter expert on a particular competition. Delivers competitive knowledge back to product and engineering teams.

· Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs.

· Works with local account and marketing teams to shape strategic win and customer success plans and tailors to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Where applicable, builds consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off.

Solution Design and Proof

· Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business.

· Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor. Delivers assets that can be leveraged by others in the business.

· Applies advanced sales methodologies (e.g., challenger sales) to guide customers through digital transformation solutions and uses innovation to challenge solutions against changing technology (e.g., Power Apps).

Education

· Builds readiness plans for peers and proactively identifies gaps and new opportunities for learning. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.

· Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify opportunities to increase solutions/portfolio understanding.

· Monitors, responds to, and acts as a thought leader on internal tech community posts, establishes and leads vibrant tech communities including community calls, sessions, hackathons, etc., and acts as a mentor to the community.

Qualifications

Required/Minimum Qualifications

.Relevant certifications from Microsoft or competitive platforms AND 3+ years technical pre-sales or technical consulting experience

o OR Bachelor's Degree in Computer Science, Information Technology, Engineering or related field AND 4+ years technical pre-sales or technical consulting experience

o OR equivalent experience.

· 5+ years technical pre-sales or technical consulting experience

. Certification in relevant technologies or disciplines (AZ-305 required, AZ-104 desire to start, other: Security and Develoment exams)

. Fluency in English and Brazilian Portuguese

Additional or Preferred Qualifications

· 4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.

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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .