Work Setup: Remote
Work Shift: Follows PST time zone
The Azure Solutions Specialist plays a critical role in accelerating Microsoft Azure adoption and consumption across our customer base. This role exists to provide deep technical expertise in cloud solutions, enabling customers to modernize infrastructure, leverage AI, and secure their environments. By partnering with Microsoft AEs and internal sales teams, the Azure Technology Specialist uncovers opportunities driving incremental revenue, services, and customer success.
Primary Responsibilities
Sales & Pipeline Development
- Own Azure sales motions end-to-end: prospecting, qualification, opportunity management, and closing.
- Build, manage, and convert pipeline through collaboration with Account Executives, Microsoft AEs/STU, and partner ecosystem.
- Identify upsell and cross-sell opportunities (e.g., Azure Migration, AI, Data & Fabric, Security).
Customer Engagement
- Lead customer conversations to uncover business challenges, position Azure solutions, and map value to outcomes.
- Deliver tailored presentations, demos, and workshops to decision-makers (IT and business stakeholders).
- Navigate customer objections and lead contract/consumption negotiations with clarity and confidence.
Technical & Business Expertise
- Maintain deep knowledge of Azure products (IaaS, PaaS, AI, Data, Security) and licensing models (EA, CSP).
- Translate technical capabilities into customer-relevant business benefits.
- Partner with Solution Architects and Microsoft Technology Specialists teams to ensure solution alignment.
Collaboration & Alignment
- Align with Microsoft field teams to drive co-sell motions, campaigns, and funded programs (e.g., AMMP, SCIM, Azure Everywhere).
- Support internal sellers (MSSs/AEs) with Azure positioning, proposal creation, and deal strategy.
- Track progress, forecast accurately, and report on KPIs such as Azure consumption, net new wins, and renewals.
Key Competencies
Education
- Bachelor's degree in Business, Computer Science, IT, or related field preferred.
- Equivalent work experience in cloud sales/technology will be considered.
- Microsoft Azure Fundamentals (AZ-900) certification is required.
- Advanced Azure certifications such as AZ-104, AZ-305, or equivalent are preferred.
Experience
- 3–5+ years in cloud sales, IT sales, or Microsoft licensing, with proven quota attainment.
- Demonstrated success in building pipeline and closing Azure or equivalent cloud deals.
- Experience co-selling with Microsoft AEs and leveraging Microsoft funding programs.
Knowledge
- Solid understanding of cloud concepts: infrastructure, data, AI, app modernization, security.
- Familiarity with Microsoft licensing models (EA, CSP) and Azure incentive structures.
- Understanding of cloud economics and migration frameworks.
Core Skills
- Strong consultative sales approach with ability to uncover customer needs and map solutions.
- Excellent communication, presentation, and negotiation skills.
- Relationship management with technical and business stakeholders.
- Strategic thinking with ability to connect technical features to business outcomes.
- Problem-solving, objection handling, and multi-tasking.
- Ability to collaborate effectively across internal teams and with Microsoft field resources.
- Autonomous with a strong sense of urgency and execution focus.
- Occasional travel to customer sites, Microsoft events, or team meetings (Canada and U.S.).
- Bilingual (English/French) is an asset but not required.
