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Technical Specialist IoT Full-time

at Microsoft in New York (Published at 12-10-2019)

IoT @ Microsoft Technical Specialist position within the IoT Technical Sales, Microsoft Consumer Devices Sales division
Microsoft?s CDS division leads the ecosystem of Microsoft partners to design and sell the latest device solutions featuring Azure IoT, Azure Sphere, Azure IoT Edge, Mixed Reality, Hololens, Windows platform, Windows Server, Office and Windows Embedded/IoT. One of the largest and most profitable business at Microsoft, the CDS division is chartered with maximizing Microsoft?s impact across the entire OEM partner ecosystem from the supply chain to OEMs and through the distribution channels. If you?re passionate about impacting the global ecosystem of partners and influencing the customer experience on the hundreds of millions of devices that ship every year, then this is the team for you.
The IoT Solutions Sales team is deeply committed to our mission of accelerating and scaling industry-leading repeatable edge-to-action IoT Solutions with the device partners globally. We are responsible for the global technical relationship management and technical sales of more than 8,000 OEMs that are designing and selling many of the most exciting and widely used devices such as Point Of Service, Self Service Kiosks, Digital Signage, ATMs, Industrial PCs, wearable and other emerging IoT devices. Our vision is to transform and enable the world of IoT, making it more securely connected, more accessible, by leveraging the Microsoft IoT device ecosystem across a wide set of IoT verticals and helping these partners leverage cloud services to create new business opportunities.
We are looking for a passionate IoT solution technical sales professional 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.

Responsibilities

  • (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 revenue growth and accelerate Azure services consumption. Develop effective relationships with Microsoft partners, such as Solution Aggregators (SA), System Integrators (SI), Independent Hardware Vendor (IHV), Independent Software Vendor, and Connectivity partners. Develop expertise in key commercial IoT markets, such as Industrial Automation and Manufacturing, Healthcare, Smart Buildings, Smart Retail, Security and Surveillance, and Energy to effectively engage the partners and help building their IoT solutions or enablement platforms. Develop and lean-in in a strategic engagement with our most important Microsoft IoT accounts, in close partnership with our 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. Many of these solutions will also include Mixed Reality (MR), Hololens and Windows IoT. 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.
  • (25%) Opportunity Management: Drive IoT Solutions pipeline as well as POCs and pilots for Azure IoT based solutions across the ecosystem. Coordinate with partners, PSS and the product teams to manage opportunities and maximize results and return on investment to drive sales. Orchestrate internal alignment with our IoT Sales Specialists, and respective partners and other internal 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 to generate requirements on Azure cloud services, Azure IoT services and Azure ML/AI services, MR, advocate partners and provide consistent feedback to Corp Teams across our 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.

Qualifications

  • 5+ years of 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
  • Self-starter
  • 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 skills 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 Cloud Services and IoT architectures, from devices to cloud (Devices, Gateways, Connectivity, Cloud, Analytics and Visualization)
    • Developer experience in C, Java, Node.js/JavaScript, Python or C# depending on the hardware and operating system.
    • 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.)
  • Proficient oral and written communications skills in English required. This position is ideally located in the U.S.
  • Ability to travel (30%)


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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.


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