Data & AI Solution Specialist
Melbourne, Victoria, Australia
6d ago

Data & AI Solution Specialist - Enterprise

You may have heard we’re going through a transformation here at Microsoft. It's an unprecedented shift in our culture, the way we do business and our approach to the world.

At the heart of that is hiring people have a desire to succeed, a passion to innovate and an insatiable appetite to learn.

If that sounds like you, read on, this may be just the place for you.

Microsoft aspires to help our customers achieve their own digital transformation, demonstrating the power of Microsoft Cloud solutions and services.

To this end, Microsoft is investing in a dedicated Customer Success team that will help Microsoft customers successfully adopt Microsoft Cloud solution and services.

As an Data & AI Solution Specialist you will be a senior solution leader within our enterprise sales organization working with our most important customers.

You will have a very strong technical understanding of the Data & AI landscape / products & solutions and drive pre-sales engagements with large enterprise customers.

You will lead a virtual team of technical, partner and consulting resources to advance the sales process and achieve / exceed quarterly SQL Server and Azure Data Services (including our Data Platform, AI and IoT services) revenue and usage / consumption targets in your assigned accounts.

You will be a trusted advisor and a Data & AI subject matter expert.

You will help customers evaluate their applications, recommend solutions that meet their requirements and demonstrate these solutions to win the technical decision.

You will need to support customers to remove roadblocks to deployment and drive customer satisfaction. You will help our customers take advantage of our unique hybrid data platform to realize the value of digital transformation.


Primary accountabilities for this role include :

  • 40% of your time will be spent with customers identifying and surfacing new engagements that align with the customer’s business strategy.
  • You will work with partners and others at Microsoft, as well as use our core tools, targeted account lists to identify and engage prioritized customers.

    You will be required to be disciplined in business-management, adaptable to a culture of accountability and build a strong and active business network.

  • 40% of your time will be spent on being the key technical leader, trusted advisor and influencer in shaping customer decisions to buy and adopt Microsoft Data & AI solutions.
  • 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 lead presentations and solution demonstrations to explain and prove to our largest customers the capabilities of Microsoft's Data & AI solutions, and how we can make their businesses more successful.

  • 20% of your time will be spent on influencing the Microsoft Data & AI go to market strategies by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers.
  • You will be recognized for sharing, learning and driving work that results in business impact for customers, partners and Microsoft.

    We encourage thought leadership and we encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness.

    You will therefore be required to attain and maintain required certifications


    Whilst we don’t expect everyone to be an expert in everything, (we will help with that if you love learning fast) we are looking for Pre-Sales Solution leaders with deep knowledge in one or more of the following areas :

    Cloud Data solutions around data platform technologies, big data (Hadoop, Cloudera, etc.), Microsoft BI technologies, advanced analytics tools, and emerging computing trends.

    Big Data, Machine Learning, Business Intelligence, Advanced Analytics, Data Mining, ETL.

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


  • Preferred - Understanding of Microsoft server products and / or complementing solutions. The position requires the ability to articulate and demonstrate the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors
  • Leadership. Experience leading large cloud deals especially those involving Data Platform modernization and migration, AI and related preferred
  • Competitive Landscape. Knowledge of enterprise software solutions and platform competitor landscape
  • Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
  • Certifications. Azure Data Engineer or Azure AI Engineer Preferred
  • Professional

  • Preferred Lead Pre-Sales engagements with large / global enterprise customers with a focus on data platform technologies
  • Account Management. Effective territory / account management : planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services / partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation
  • Executive Presence. Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and / or strategic opportunities and decision criteria.
  • Problem Solver. Ability to solve customer problems through cloud technologies required
  • Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
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