Microsoft Corporation IoT Technical Specialist in Cambridge, Massachusetts
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
The One IoT and Mixed Reality sales team plays a critical role in achieving this mission. We’re positioned right at the intersection of customers, hardware partners and channel partners. We work closely with our external ecosystem and internal business groups to deliver amazing device to cloud customer experiences powered by Microsoft Windows, Surface, Office, and Xbox, along with Azure, Azure Sphere, Azure Stack, other Edge technologies and Windows Server.
Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture
Check out all our products at: http://www.microsoft.com/en-us
The Impact You’ll Be Making
How you should expect to invest your time to drive the greatest impact. Obviously, your time will vary by week month and quarter depending on the business need.
(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. Develop effective relationships with Microsoft partners, such as Original Equipment Manufacturer (OEM), Original Design Manufacturer (ODM), Systems Integrator (SI) and Independent Hardware Vendor (IHV) partners. Develop 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 building the IoT solutions. Develop and lean-in in a strategic engagement with core Microsoft IoT accounts, in close partnership with our Azure IoT sales specialists.
(25%) Trusted Technical Advisor for Partners: Act as the technical sales specialist for Microsoft’s IoT solutions centered around Azure cloud services, Azure IoT services and Azure ML/AI services. Build a trusted technical subject matter expert position in depth with the strategic partners through a deep understanding of the partners’ device to cloud strategy and business imperatives. Understand the Microsoft IoT strategy and influence and orchestrate relevant and applicable internal resources to drive maximum coverage on key opportunities and strategies in a timely manner by engaging as a deep technical level across our partner’s organization, from developer to CxO. Grow Microsoft’s presence in the region through customer references, successful deployments, regional and local industry events, etc.
(25%) Opportunity Management: Drive the regional IoT Solutions pipeline as well as POCs and pilots for Azure IoT based solutions across the ecosystem. Coordinate with partners, PSS and channel executives to report opportunities and maximize results and return on investment to drive the sales. Orchestrate internal alignment and pipeline reviews with channel executives, and respective partners stakeholders to ensure the growth of the solution pipeline.
(20%) Product Impact: Act as the interface between the partners, Microsoft product groups, and other Microsoft Field and Services groups. Provide field, partner and market insights to the product groups across to generate requirements on Windows IoT, Azure cloud services, Azure IoT services and Azure ML/AI services, advocate partners and provide consistent feedback to Corp Teams across the products and services. Drive strong collaboration across Microsoft teams to ensure securely connected end to end IoT solutions deployed with broad partner by partnering with internal stakeholders where applicable. Keep up-to-date with IoT and cloud market trends and competitive insights, engage product groups to further enhance our industry-leading solutions and service offerings.
Primary accountabilities for this role include: You will help customers make technical decisions to build tomorrow’s business and IT solutions based on Microsoft technology. You will lead technical presentations, demonstrations, workshops, architecture design sessions, proof of concepts, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's products and services, and how we can make their businesses more successful. You will lead to clear technical, competitive and security blockers to accelerate sales and customer usage. You will own winning the technical decision at customers for sales opportunities and usage scenarios, through tailoring your message, bringing ideas to customers, engaging with them to show our technology differentiation, and guiding them in decision making. You will work with partners and others at Microsoft, as well as use our tools, to extend your reach and the reach of your team, focusing on satisfying customer needs
Opportunities in the One IoT and Mixed Reality team are expansive because we span the entire product lifecycle - from incubation, prototyping and portfolio planning to the design-in, sell-in and sell-through motions that touch consumer and business customers. We’re also driving innovative IoT solutions and helping companies with their digital transformations. All of this wraps up under our special charter of working with partners to build and sell Intelligent Edge devices and solutions that empower everyone to achieve more. As a member of our team, you’ll be part of growing a multi-billion-dollar business and charting new areas of innovation. If that appeals to you, it’s an exciting time to be here in the One IoT and Mixed Reality team.
In the One IoT and Mixed Reality Sales team, we help partners leverage Microsoft assets and platforms to create successful Intelligent Edge-to-Cloud solutions. From inception to solution co-selling, we’re specialists in driving scale and transforming businesses through partner enablement.
Make history at Microsoft by becoming a part of the world’s first Commercial Mixed Reality sales organization. With the success of HoloLens, Windows Mixed Reality immersive headsets & first and third party industry MR solutions, we’re continuing to pioneer innovative interactive experiences and rapidly accelerate the next major industry paradigm shift to bring to life the Intelligent Edge. Microsoft TSs main goal is to win the technical decision of customers to purchase and use our technology. You will work in a team, enabling the customers through digital transformation by leveraging the Intelligent Cloud and Intelligent Edge at https://news.microsoft.com/2018/03/29/satya-nadella-email-to-employees-embracing-our-future-intelligent-cloud-and-intelligent-edge/ . TSs are expected to be able to both own and win the customers technical decisions, as well as find new opportunities through their contacts and work they are on for sales people to further pursue. As a TS, you work within a virtual team of technical, partner and consulting resources to help educate your customers at a technical level, demonstrate and prove our solutions, and win the technical decision allowing the team to achieve/exceed quarterly sales/usage targets in your accounts. Being part of this team will allow you to maintain and develop your deep technical expertise across Microsoft and non-Microsoft cloud-based infrastructure technology.
Who We Are Looking For
We’re looking for a passionate and competent IoT Solutions Technical Specialist (TS) with industry experience to join our global team. Our team is proficient in understanding our partners' technical needs and developing a mutually beneficial business value with them.
You will engage in a complimentary manner with our customers and work with our technical sales to build deep relationships with our customers, accelerating and enabling their end-to-end IoT solution creation and deployment, powered by both Microsoft and 3rd-party / open-source technologies. The right candidate understands the importance of good time management, understands how to set realistic expectations with the customer and can quickly assess the capabilities required for either the customer or partner involved in creating the solution.
Experiences Required: Education, Key Experiences, Skills and Knowledge:
Requirements: Education, Experience, and Knowledge:
5+ years of sales technical sales experience with a track record in high tech industry
3+ years of experience in enterprise and solution based consulting or technical sales
Undergraduate degree preferred, in Computer Science, Electric Engineering or a related technical field, or relevant work experience
Experience engaging C- and senior-level technical stakeholders
Strong planning and organization skills, with the ability to manage multiple, complex projects simultaneously
Experience in project management, feature definition and design and feasibility assessment.
Excellent interpersonal, collaboration, planning and drive for results competencies
Passionate about partners and customers to build creative and innovative solutions.
Presentation skill to explain and educate others both internal and external, at all level of an organization.
Industry experience and deep IoT / M2M market knowledge in specific vertical industries such as Industrial Automation and Manufacturing, Healthcare, Smart Buildings, Energy, Security and Surveillance, and Retail.
Experience in IoT market in a technical or technical sales capacity is a great advantage, including an understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
Strong technical and pre-sales expertise, covering some of these 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 competency (infrastructure components, security, data, and analytics).
Experience on Windows and/or other O/S platforms (Linux, Android, etc.)
Ability to travel (30%)
Technical Solution Leader
Infrastructure technologist. Deep experience with, and ability to explain key benefits, trade-offs, and architectures relating to IoT Devices required
Cloud Trust. Demonstrated knowledge of hardware technology, and how they factor into Azure cloud and hybrid solutions preferred.
Technical breadth. Customer experience with Azure cloud and hybrid infrastructures, architecture designs, migrations, and technology management preferred
Technical depth. Technical experience with design, configuration and implementation of infrastructure in azure cloud as well as competitive product knowledge
Collaborative. Able to work cohesively with customers, members of the Microsoft (or similar) sales, services, and marketing organizations and Microsoft (or similar) partners required.
Excellent Communicator. Communication and collaboration, organizational, presentation, deep technical product demo, writing, and verbal communication skills required.
Executive Presence. Validated experience engaging with senior level executives preferred.
Consultative Technical Selling and Challenger mindset. Validated experience in consultative technical selling approach, including bringing innovative ideas to customers problems and being customer focused preferred.
Performer. Highly driven passionate person who consistently exceeds goals and expectations required.
Growth Mindset. Experience and passion for learning (technical and professional skills); implementing practices from others; trying, failing and learning from the experience; sharing practices and knowledge for others’ benefit required.
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 preferred: AI, IoT and Dynamics
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 and high performing team
Lifelong learner with a growth mindset that continually raises the bar on personal impact and performance
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 .
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