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Microsoft Corporation Consumption Strategy Director in Cambridge, Massachusetts

Data & Artificial Intelligence (AI) is one of the most strategic & fastest growing businesses worldwide at Microsoft. In fact, the addressable market for our Data & AI solutions will exceed $100B in the near-term, driven by on-prem and cloud-based services. Given the tremendous momentum in customer pursuit of data-driven Digital Transformation, there’s never been a more exciting & compelling time to be a part of the Data & AI business at Microsoft!

Microsoft aspires to help our customers achieve their own digital transformation, leveraging the power of the Microsoft cloud solutions and services. To help drive this effort, Microsoft is investing in the creation of Customer Success dedicated team that will play a key role in helping Microsoft customers achieve this digital transformation through successful adoption of Microsoft Cloud solution and Services.

The Customer Success team will drive change management and adoption activities with key business decision makers and IT decision makers, helping reduce implementation risk, driving usage of existing solutions, and identifying opportunities to accelerate the path for customers to realize business value from their investments.

We are looking for a high-energy senior leader to lead the Consumption strategy for the Azure Data Services workloads within the WW Customer Success org for Data & AI. As the Consumption strategy Director for this strategic pillar, you will develop and drive the plan for consumption growth through accelerated deployment, higher retention rates, and expanded usage of the related Azure Data services. You will identify and leverage the key insights from customers, partners, and field teams as well as the competitive insights from the market to drive the consumption of this pillar.

As the worldwide Consumption strategy Director for this workload, you will partner with the Engineering, Marketing, Solutons, Partner, and Services organizations to develop and drive the consumption plays for driving Azure Data Services in alignment with the unified business strategy and be recognized as a thought leader for this solution space.

This role requires a strategic leader who thrives on new challenges and possesses an entrepreneurial spirit. You must demonstrate strong skills in adaptive leadership, cross-organizational collaboration, ability to drive impact through influence, relationship building and executive engagement skills. This leader must work closely with the Corporate teams and field functional leaders.

As a people manager, you will attract and develop a high performing global team and be responsible for partnering with leaders across corporate and field to enable high-performing teams through direct and indirect support for talent acquisition and development.

Responsibilities

Lead a team of direct reports with subject matter expertise across Data & AI workloads

  • Attract and develop and retain strong global, diverse talent as part of a high-performing team

  • Coach, model, and care in your management style to role model the company values and people priorities

  • Create and maintain a productive and positive workgroup environment with a high level of engagement by all employees

Drive the consumption strategy and execution for the Azure Data Services solutions.

  • Collaborate with the Engineering, Marketing, Solutions, Partner, and Services orgs to develop consumption plays including clear guidance for a simplified, consistent field resource experience

  • Review and sign-off the collateral for each consumption play based on the customer perspective and focused on field adoption

  • Coach the worldwide customer success field including individual contributors and sales managers for effective execution of each consumption play

  • Role model the field resource behaviors and skill sets for successful execution of each consumption play through customer engagement, deal coaching workshops, 1-many training events, and 1-1 engagement with Cloud Solution Architects and customer success managers

  • Unblock and accelerate deals for the field through regular engagement, on-demand escalations, and win room support

Own the worldwide business results and insights for the consumption of Azure Data Services solutions:

  • Accountability for the growth and target attainment on the worldwide business for this solution space

  • Actively manage the performance of the business on the leading indicators and KPIs for the business at the geo, segment levels

  • Develop and own the Plan to Exceed Plan for the consumption of this workload

  • Identify, capture, and communicate customer, partner, and field insights on this solution space to inform the consumption strategy as well as overall business strategy

Demonstrate thought leadership internally and externally on this solution space to create impact through influence.

  • Depth of knowledge on the problem space from the customer perspective as well as the Digital Transformation scenarios that can be unlocked by modernizing the Data & Applications estates.

  • Learnings and insights on the strengths and weaknesses of competitive offerings and market trends related to this solution space

  • Expertise on the field Cloud Solution Architect perspective including the effectiveness of specific plays, guidance, and collateral as well as the keys to delivering a simplified, consistent field experience for this solutions space

Qualifications

Experiences Required: Education, Key Experiences, Skills and Knowledge:

Technical Sales

  • Enterprise customer experience in the Data Platform solutions . Experience engaging with enterprise customers either in the sales or technical architect or product marketing roles for Data Platform or Application Development solutions in the cloud and on-premises required

  • Cloud Depth and Breadth . Knowledge and experiecnce on conceptual or solutions architecture of cloud-based data platform workloads required .

  • Strategy development and rollout. Experience developing and landing sales strategies or other business strategies for data platform and analytics solutions preferred.

  • Business Results accountability. Experience in roles that had primary accountability for business results including revenue targets and KPI execution required

Leader

  • Market insights . Understanding of data and Data platforms on-premises and in the cloud (SQL Server, OSS RDBMS, NoSQL platforms, Synapse, Snowflake, AWS Redshift, Google Big Query, Teradata, Netezza, Spark and Hadoop platforms, etc.) preferred

  • Excellent Communicator. Strong people, negotiation, organizational, presentation, deep technical product demo, writing, and verbal communication skills required .

  • Market Maker . Strong leadership to influence key technical decision makers, influencers, business decision makers and peers required .

  • Consultative Technical Selling and Challenger mindset. Validated experience in consultative technical selling approach, including bringing innovative ideas to customers problems and being customer focused required

  • Performer. Highly driven passionate person who consistently exceeds goals and expectations required.

  • Lead. Able to lead, inspire and mentor members of the Microsoft (or similar) sales, customer success, services, and marketing organizations and Microsoft (or similar) partners required .

  • Growth Mindset. Experience and passion for learning (technical and soft skills); implementing practices from others; trying, failing and learning from that; sharing practices and knowledge for others’ benefit required.

Consummate Professional

  • Experience . 5+ years of related experience in technical pre-sales and/or technical consulting roles preferred .

  • Bachelor's degree in Computer Science, Information Technology, or related field preferred .

  • Certification in domain-specific technologies (Data Engineer, Azure Data Services platform/technologies certification) desired .

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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