Microsoft Corporation IoT Solutions Architect - US/Canada in Cambridge, Massachusetts
IoT @ Microsoft
IoT Solutions Architect: IoT Technical Sales, Microsoft Partner Devices & Solutions
Microsoft’s Consumer and Device Sales (CDS) division leads the ecosystem of Microsoft partners to design and sell the latest devices and solutions featuring Windows, Azure, and other Microsoft technologies. One of the largest and most profitable business at Microsoft, the CDS division is chartered with maximizing Microsoft’s impact across the entire OEM partner ecosystem from the supply chain to OEMs and the distribution channel.
Microsoft's Partner Devices & Solutions IoT Team is deeply committed to our mission of bringing to market industry-leading edge-to-action IoT Solutions by partnering with OEMs, ISVs and Systems Integrators to create repeatable and scalable IoT solutions. Our vision is to transform and enable the world of IoT by building IoT solutions leveraging Microsoft and partner technologies that will accelerate the digital transformation of our mutual customers.
We are looking for a passionate IoT Solutions Architect with vertical industry experience, technology and business acumen to join our global team. Our team is proficient in understanding our partners' technical needs and creating mutually beneficial business value with them. Your job will be to identify new business opportunities with both existing and new partners, working collaboratively with our IoT Sales organization to build deep partner relationships, accelerating and enabling their end-to-end IoT solutions creation and deployment, powered by Microsoft, 3rd-party, and open source technologies.
This position can be located within the United States or Canada.
The impact you will be making:
(30%) Build IoT Solutions with Partners: Our success is measured by bringing Microsoft IoT solutions to market with our partners, and their satisfaction with the Microsoft IoT platform, to realize license revenue growth and accelerate Azure services consumption. We do this by developing effective relationships with Microsoft partners, such as Original Equipment Manufacturer (OEM), Original Design Manufacturer (ODM), Systems Integrator (SI), Independent Hardware Vendor (IHV), and Independent Software Vendor (ISV) partners. We have and are continually developing expertise in key commercial IoT markets, such as Industrial Automation and Manufacturing, Healthcare, Smart Buildings, Smart Retail, Security and Surveillance, Transportation and Energy to effectively engage the partners and help them build IoT solutions. Our job is to jointly drive strategic engagement with established and new Microsoft partners, via collaboration with our Azure IoT and embedded account managers.
(25%) Trusted Technical Advisor for Partners: We are the technical sales specialists for Microsoft’s IoT solutions centered on Azure IoT, and are responsible for building trusted technical advisor relationships with our partners. We do this by acquiring both an understanding of the partners’ device to cloud strategy and business imperatives and expertise across the range of Microsoft Azure IoT services and IoT strategy. We also influence and orchestrate relevant and applicable internal and 3rd-party resources to drive maximum impact on key opportunities. We do this efficiently and effectively by engaging at a deep technical level across our partner’s organization, from developer to CxO.
(25%) Opportunity Management: You will help drive the regional IoT Solutions pipeline as well as proof-of-concepts and pilots for Azure IoT-based solutions with our partners. This is done by coordination with partners and channel executives to understand mutual business opportunities, to align on these opportunities, and to maximize results through mutual planning and execution. You will orchestrate internal alignment and pipeline reviews with OEM channel executives, and respective partners stakeholders to ensure the growth of our joint solution pipeline.
(20%) Product Impact: You will also have the opportunity to act as the interface between our strategic partners and various Microsoft product groups to provide field, partner and market insights that will drive both new features and functionality in Azure IoT, Windows, and other Microsoft technologies. You will also keep up-to-date with IoT and cloud market trends and competitive insights, engaging product groups to further enhance our industry-leading solutions and service offerings.
Requirements: Education, Experience, and Knowledge:
3+ years of experience architecting cloud solutions on Azure or other cloud platforms
5+ years of experience working in customer-facing, technical sales roles
Exposure to working with both senior business and technical decision makers
10+ years of technical sales experience with a track record in high tech industry
5+ years of experience in enterprise and solution based consulting
Undergraduate degree in science, technology, engineering, or math (STEM) field
Experience engaging and influencing C-suite and VP level technical and business stakeholders
Strong planning and organization skills, with the ability to manage multiple complex projects
Excellent interpersonal, collaboration, planning and drive for results competencies
Passionate about partners and customers to build creative and innovative solutions.
Industry experience and deep IoT / M2M market knowledge in specific vertical industries such as Industrial Automation and Manufacturing, Healthcare, Transportation, Smart Buildings, Energy, Security and Surveillance, and Smart Retail/Hospitality.
Strong technical and pre-sales expertise in several of the following areas:
Broad knowledge of Azure and IoT architectures, from devices to cloud (Devices, Gateways, Connectivity, Cloud, Analytics and Visualization)
Data and analytics experience – SAWL, R, Python - Machine Learning skills include R and/or Python. Web design / Power BI / Enterprise systems for IoT data visualization).
Azure or other Cloud Platform technical overview (infrastructure components, security, data, and analytics).
Experience on Windows and other O/S platforms (Linux, Android, etc.)
Position can be located in U.S. / Canada (flexible within these regions)
Ability to travel (25%)
Personal Attributes and Competencies:
Passionate about technology and the IoT market
Capable of effectively navigating complex business challenges in ambiguous settings with solid judgment and risk management
A strong sense of teamwork, leadership capabilities
Experience managing high performance virtual teams globally
Lifelong learner with a growth mindset that continually raises the bar on personal impact and performance
The successful candidate will have experience in/with particular business oriented skills:
Full product development lifecycle, from envisioning, business modeling, design, and implementation
Planning productive and driving strategic meetings with multiple stakeholders and voices to consensus
Planning and executing team strategies to facilitate and accelerate product development and sales lifecycle
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 at 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.