Responsibilities

The purpose of this role

The Azure Customer Success team consists of highly capable individuals that drive customer value realization with Microsoft's latest cloud technologies. The team’s mission is to help Azure customers establish the foundations of enduring success by supporting them proactively, creating value, and building trust along their cloud journey. 

As a Digital Customer Success Architect, you will become part of the next generation of sales leaders at Microsoft. With the aid of best-in-class sales processes, techniques and technologies, you will be empowered to shape customer relationships for a strategic set of Microsoft's customers. These customers are adopting industry-leading products and services for their businesses, education systems or governments. You will serve as the central point of contact for the customer across engagements helping to drive Microsoft's existing cloud & enterprise consumption through developing and managing customer relationships. 

The impact you'll be making: 

• Define specific technology outcomes that align to customer strategy.   
• Drive and manage engagements for repeatable achievement of revenue and consumption targets.   
• Manage a dedicated portfolio of customers while preventing churn.    
• Identify and articulate business value of role and solutions for customer organization through demonstrations, storytelling, etc.  
• Architect solutions to meet business and IT needs, ensuring technical viability of new projects and successful deployments. 
• Engage with and influence business and IT decision makers by providing feedback or insights to help customers define and realize their digital and business transformational targets.  
• Orchestrate activities across Microsoft and Partner resources to maximize business results and customer success.   
• Be the Voice of the Customer; Share customer insights, best practices, and connect with internal teams to remove key blockers.   
• Meet and exceed targets for net-new revenue and sales pipeline; Accurately forecasting new usage and/or churn risks that impact portfolio pipeline.   
• Maintain technical skills and knowledge of market trends and competitive insights; collaborate and share with the technical community.   

Qualifications

What skills do you need to have?   

There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:   

• Previous experience in technical roles, i.e. pre and post sales, customer success and/or technical consulting architecture experience  
• Track record of building deep technical relationships with senior IT execs in large or highly strategic accounts     
• Achievement and success-driven personality – able to sell and motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross business collaboration.    
• Currently Azure Solutions Architect Certified (AZ-305) OR allowing attainment within 3 months 
• Knowledge of consultative/complex technical sales, deployment projects, architecture, design and implementation    
• Demonstrated knowledge of identity, authentication, security, privacy, and compliance for cloud and hybrid solutions    
• Deep domain expertise of cloud infrastructure solutions  

Required/Minimum Qualifications  

• Bachelor's Degree in Business Management, Information Technology, Computer Science, Engineering, or related field   
• 6+ years sales and negotiation experience, technical architect, technical consulting, design and implementation, technical sales experience, or related work or internship experience OR equivalent experience.