DN Azure Specialist

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As an Azure Digital Native Solution Specialist (SSP), you will drive Microsoft’s Azure growth with the most innovative and fast-scaling companies in the region. This role requires a blend of deep technical expertise and strong business acumen — engaging with CTOs, CDOs, and engineering leaders to connect Azure’s technical capabilities with customer business outcomes.

You will serve as the technical sales leader in customer engagements: defining win strategies, shaping architectures, orchestrating proof of concepts (POCs) and workshops, and positioning Azure as the platform of choice. By combining technical credibility, business insight, and market awareness, you will enable startups and ISVs to scale securely, rapidly, and innovatively on Microsoft Azure.

Required/minimum qualifications

• Bachelor’s degree in Computer Science, Engineering, Business Administration, or related field.
• 6+ years of technology-related sales experience with strong technical engagement track record.
• Deep understanding of cloud computing platforms (Azure, AWS, GCP) with the ability to whiteboard architectures and discuss technical trade-offs.
• Proven ability to influence technical and business decision-makers (CTO, VP R&D, CDO, Engineering leaders).
• Technical depth in one or more of the following:
  • Cloud-native architectures (containers, Kubernetes, DevOps, GitHub).
  • Data & AI (data platforms, analytics, machine learning, AI agents).
  • Application modernization (serverless, microservices, app dev).
  • Security & Compliance (identity, zero trust, confidential computing).

Additional or preferred qualifications

• Business Acumen: Ability to map Azure solutions to customer growth models, investor pressures, and time-to-market needs.
• Ecosystem Awareness: Strong knowledge of startup and ISV dynamics, enabling Microsoft to remain relevant in high-growth markets.

Customer Engagement

- Lead technical sales strategy with digital native customers, aligning Azure capabilities to their innovation roadmaps and growth priorities.
- Build trusted relationships with CTOs, engineering leaders, and decision-makers, positioning Microsoft as a strategic partner.
- Translate business challenges into technical solution architectures, showing how Azure can accelerate product delivery, optimize costs, and enable AI-driven innovation.
- Co-create customer success plans and ensure technical adoption milestones are achieved.
- Guide customers through migration, modernization, data & AI, and security adoption journeys.

Sales & Pipeline Management

- Define and drive technical win strategies for complex opportunities, orchestrating technical resources (Customer Engineers, Architects, ISD, and Partners).
- Ensure architecture design sessions, POCs, and technical workshops are delivered with customers — not directly by you, but through orchestration of the right resources — achieving the required technical outcomes.
- Maintain strong pipeline discipline and forecast accuracy, tracking both technical progress and business metrics (consumption, usage, renewals).
- Identify and prioritize whitespace opportunities using AI-driven insights, customer usage data, and market trends.

Sales Strategy & Market Development (SSP Focused)

- Act as the technical thought leader for Azure in the digital native and startup ecosystem.
- Differentiate Azure from AWS/GCP in technical discussions — demonstrating superior security, performance, cost optimization, and AI integration.
- Provide technical depth in cloud-native architectures (containers, Kubernetes, serverless), data & AI platforms, and application modernization.
- Stay ahead of emerging technologies and startup ecosystem trends (open-source adoption, VC-backed growth models, AI innovation) to proactively guide customers.
- Represent Microsoft at startup community events, accelerators, and ISV forums, reinforcing Azure’s position as the preferred technical platform.
- Act as a trusted advisor, bringing business-contextualized technical insights to help customers balance speed, innovation, and governance.