Microsoft Corporation Specialist Manager - App Innovation Global Black Belt in New York, New York
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Microsoft is uniquely positioned to win “App Innovation” workloads to help with customer’s Digital Transformation journey. Microsoft apps portfolio spans Azure App Platform, PowerApps, GitHub/DevOps and Visual Studio. Azure App Platform is one of the fastest growing businesses inside the Azure platform and has tighter integrations with developer tools.
The Azure Global Black Belt (GBB) Apps Innovation Specialist Manager is a senior leader within our enterprise sales organization. The GBB Apps Innovation Specialist Manager leads, develops and manages a team of high performing Azure Advanced Workload Specialists to drive solution opportunity revenue and market share by executing the Apps Innovation sales priorities to modernize existing applications leveraging the Azure platform and services, and develop Cloud Native applications and solutions built using Microsoft Application innovation technologies.
The Azure App Innovation Specialist Manager is responsible for:
The Specialist Manager is a senior sales leader with deep technical expertise coupled with rich business experience. The combination of this expertise and experience best enables our senior sales leaders to represent the opportunity and benefits of Microsoft’s App Innovation portfolio to customers, partners, and internal stakeholders.
To enable the App Innovation business to truly grow to its potential, this role requires the ability to assess the marketplace, identify the unique business opportunity, develop a comprehensive sales strategy, and inspire the team to execute with excellence.
As a market maker, has a broad understanding of technology trends, market forces and industry imperatives. Builds strong connections with priority partners to create a meaningful extension of the team’s sales and technical reach.
Deep engagement with Area Sales and Marketing in order to create a unified and holistic sales approach. Drives growth planning for App Innovation, acts as compete lead for App Innovation and Digital Transformation, primary Area representative for App Innovation business discussions and Corp connections.
Sales and Technical:
Lead sellers to drive the Apps Innovation Advanced Workload 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 Apps Innovation Advanced Workload platform.
Ensures orchestration among sales team and other teams engaging with 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.
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.
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.
Bring together Microsoft solutions with Partner solutions, fully leverage the synergy effect with our partners, and co-sell with them to accelerate consumption through partners.
7+ years of technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience.
Demonstrated Sales and Sales Management experience in Enterprise solution sales for Application Innovation Advanced solutions or similar business applications
Selling software-as-a-service or cloud-based business applications to enterprise customers
Leading strategic Application Innovation Advanced workload pursuits requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members
Demonstrated people leader able to coach and inspire a diverse team of Technical Sales Professionals
Deep Understanding of:
Apps Innovation Advanced Workloads and how they translate into business impact
The enterprise customer needs of global customers
Working knowledge of Microsoft’s commercial cloud offerings – including Azure App platform, Dev Tools and Low code
Competitors and related ecosystem
The business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments.
Identifying unique and complex business challenges and solutions
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
Demonstrated passion and commitment for customer success
Technical passion : Passion for and experience with App Migration/Modernization to cloud, architecture designs and technology management. Experience with one or more of the following is preferred :
Application development platforms on public clouds and/or Azure
Scalable architectures using PaaS/Managed services, serverless technologies, container orchestration, cloud native, microservice architectures and low code technologies
Software development practices like DevOps and CI/CD tool chains such as GitHub
Understanding of Data & AI technologies in context of app development
Understanding of Low code platform and technologies such as Power Platform
Competitive Landscape: Knowledge of cloud development platforms
Certifications: Azure Architect preferred Education
Certification in sales, sales management, complex sales training, sales methodologies, broad evangelism through events (presentation skills), and consultative selling preferred
Additional training or education in Enterprise Architecture preferred
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