Leads customer and partner engagements involving Microsoft cloud architecture design, pilots, proof-of-concepts, deployments, and digital transformation. Translates business and technical requirements into scalable solutions, resolves implementation blockers, manages risks, and drives cloud adoption. Partners with sales teams to generate workloads, communicates customer value, and coordinates Microsoft and partner resources. Provides technical leadership through demonstrations, workshops, training, community participation, mentoring, and feedback to product and engineering teams.
Overview
Responsibilities
Qualifications
Required/minimum qualifications
Proactively engages with and reaches out to customer technical decision makers. Uses knowledge of customer context and market/industry knowledge to build credibility with customers. Leverages knowledge of resources with limited managerial support and proactively engages product and support teams to remediate blockers. Understands team resources and supports efforts to maximize the impact of customer engagements through capacity planning. Engages in partner sell-with scenarios by acting as liaison between the partner and team. Captures core knowledge across solution areas and delivers back to product teams. Applies and customizes existing demonstration assets. Monitors action plans to promote customer usage of key/prioritized Microsoft solutions/products. Receives data about customer/partner business requirements and demonstrates the capability of those solutions through design collaboration sessions. Drives pilots and value for multiple technical solutions across technology areas. Adapts methodology and applies governance to identify risks. Builds customer timelines to identify and gain buy in on metrics. Builds their own readiness plan and proactively identifies learning gaps. Shares ideas and strategic input with team members using knowledge of Microsoft cloud solutions. Monitors and responds to tech community posts. Conducts group training or one-to-many events to present and educate customers on the capabilities across Microsoft solutions/products.
We are looking for a Senior Digital Cloud Solution Architect.
Responsibilities
Architecture Design and Deployment
Leads customer/partner projects that implement technical architecture(s).Provides thought leadership for technical architecture design, development, and deployment and supports the customer/partner throughout pre-sales and/or implementation.
Drives pilots, proof of concept (POC), and value (e.g., optimizing solutions and costs) for multiple technical solutions across technology areas to prove the proposed architecture design. Moves the customer forward from pilots to productive deployments by rooting pilots in business impact. Appropriately leverages growth levers (e.g., Azure Credit Offer [ACO]) to ensure successful adoption of POCs.
Adapts methodology and applies governance to identify, communicate, and/or minimize business and/or technical risks, defines customer/partner conditions of success, adheres to quality assurance, and calculates risks whilst designing and/or delivering solutions.
Receives and synthesizes data about customer/partner business and technical requirements, addresses them with technical architecture(s), and demonstrates and proves the capability and value of those solutions through design collaboration sessions with the customer/partner.
Identifies, escalates, and works to resolve technical blockers (e.g., changing configurations, sample coding) to accelerate architecture implementations, and routes non-technical issues for removal by appropriate party.
Driving Customer Success
Builds customer timelines to identify and gain buy in on metrics in conjunction with partners to align with customer's digital transformation initiative and expand customer success coverage as a discipline. Establishes cadence for checking in and reporting on people, process and technology progress.
Drives new workloads jointly with sales team by leading demand generation and actively identifying new engagements. Holds peer teams accountable, and brings insights to drive success of Microsoft cloud solutions by taking ownership of milestones within engagements. Drives One Microsoft mindset.
Identifies gaps and drives new workloads through communication of financial value to the customer, collaborating with sales team and driving new workloads. Builds on their network and industry experience to connect customers with ideas, people, and resources to new support customer opportunities. Cultivates the strategic image of Microsoft as a valued business partner that serves a wide range of customers/partners by aligning the vision for Microsoft cloud technologies with future industry needs. Creates a vision with business solution scenarios and partners/services that helps the customer meet their business goals and achieve their long-term corporate vision. Enables partners to a certain extent on projects to be a part of the client-side team.
Acts as the Voice of the Customer by driving new feedback, blockers, insights, resource (e.g., OneList, End Customer Investment Funds) items across territories so they can be added and prioritized. Represents the customer to product teams to shape products and services by providing insights across the territory.
Scale Customer Engagements
Proactively engages with and reaches out to customer technical decision makers and influencers proactively and independently. Utilizes information on customer business, industry, needs, landscape and key priorities to support customer's digital transformation, challenge them when necessary, and position the customer to deliver architectures. Keeps up to date with customer information, industry and market trends, and compliance regulations.
Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider, co-sell Partners), tools, and programs (e.g., FastTrack, End Customer Investment Funds).Searches for customer references to use in engagements.
Understands team resources and supports efforts to maximize the impact of customer engagements through capacity planning, prioritization, capabilities assessment, and utilization of resources. Receives instructions to prioritize resources and works to maximize selling time to achieve scorecard objectives and subsidiary strategy as directed.
Uses knowledge of customer context, cross-solution or portfolio expertise, and deep technical and market/industry knowledge to build credibility with customers individually or at scale.
Leverages knowledge of resources (e.g., roles, Microsoft Technology Center, demo sites, virtual sites) with limited managerial support and proactively engages product and support teams (e.g., engineering) to remediate blockers by conveying impact.
Scale Through Partners
Engages in partner sell-with scenarios by acting as liaison between the partner and team and shares visibility on partner resources and processes. Raises escalations or alleviates blockers through collaboration with manager-level counterparts in cross-functional groups.
Captures core knowledge across solution areas and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies.
Applies and customizes existing demonstration assets. Demonstrates and oversees demonstrations (e.g., Architectural Design Sessions, Proof of Concept sessions) of solutions based on multiple Microsoft products through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment. Reviews partner demonstrations and provides feedback to ensure alignment with Microsoft standards.
Monitors and analyzes action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes. Identifies opportunities to promote usage.
Technical Leadership
Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and other colleagues to expand knowledge of architecture.
Shares ideas, insight, and strategic, technical input with team members using knowledge of Microsoft cloud solutions and their context in the landscape. Provides thought leadership by acting as role model for the architect community and consistently sharing knowledge to increase the functional or technical skills and expertise of peers in ways that impact career goals and business outcomes.
Monitors and responds to internal and external tech community posts, attends community calls, sessions, hackathon, etc., and acts as a mentor for their technology area. Contributes and participates in Customer Executive Briefing Center sessions. Shares practices internally on community calls and drives recognition of Microsoft Cloud solutions through presentations and engagements with external audiences.
Conducts group training or one-to-many events (e.g., workshops, webinars) to present and educate customers and colleagues on the capabilities and benefits across Microsoft solutions/products. Ensures customer cloud platform enablement by gaining buy in at the C-level for cloud platform readiness and orchestrating various resources within Microsoft, partner, and customer resources to get them on board with Microsoft's cloud platform environment readiness initiative.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience.
Additional or preferred qualifications
- Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience OR 8+ years of technology-related sales or account management experience.
- 3+ years of solution sales or consulting services sales experience
Digital Cloud Solution Architecture IC4 - The typical base pay range for this role across the U.S. is USD $51.15 - $97.88 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $66.15 - $107.02 per hour.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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