微软Solution Engineer- Infra

Build StrategyBuilds competitive knowledge, documents compete patterns, and shares within the community to drive change and escalations for competitive selling strategies. Acts as a subject matter expert on a particular competition. Delivers competitive knowledge back to product and engineering teams.Works with local account and marketing teams to shape strategic win and customer success plans and tailors to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Where applicable, builds consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off.Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs. EducationBuilds readiness plans for peers and proactively identifies gaps and new opportunities for learning. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify opportunities to increase solutions/portfolio understanding.Monitors, responds to, and acts as a thought leader on internal tech community posts, establishes and leads vibrant tech communities including community calls, sessions, hackathons, etc., and acts as a mentor to the community. Leverage Partner EcosystemScales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and developing deep partner relationships.Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy. Scale Customer EngagementsLeverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU) and proactively engages product teams (e.g., engineering) to remediate escalated technical blockers by conveying impact and anticipating and addressing future potential blockers based on needs.Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, account teams), leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references.Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team and helping lead sales strategy.Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers. Solution Design and ProofDemonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business.Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor. Delivers assets that can be leveraged by others in the business.Applies advanced sales methodologies (e.g., challenger sales) to guide customers through digital transformation solutions and uses innovation to challenge solutions against changing technology (e.g., Power Apps).

Own technical sales with customers’ technical decision makers (TDMs) leveraging processes and tools, demos, programs, offers, and drive proof of concepts (POCs) using consultative sales methodology and technical expertise across other Solution Engineers to influence the customer vision. ​ Build trusted advisor relationship with customers’ technical decision makers (TDMs and TDM-1) and use proactive effort to find and understand customers’ pain points and work together with customers to co-develop secure & resilient solution architecture for production scale delivery including Unified Support and Cloud Accelerate Factory (formerly CMF) offer for every opportunity. ​ Overcome competitors and technical objections and manage customer escalation with Global Black Belt and engineering team to share insights and best practices for product improvements. ​Critical to maintain and grow expertise in GitHub & App development frameworks & tools (VS Code, pro code/low code, AI Assisted Dev Tools) CI/CD, DevOps and platform Eng. (feedback loops, security, deployment, monitoring, performance)​ Important to maintain and grow expertise in scalable architecture and cloud native app dev (APIs, containers, microservices, event-driven). ​ Keeping up to date with market trends and competitive insights; collaborate and share with the developer technical community.​ Solution Design and Proof Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on Azure products and position solutions against competitors. Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for Digital Native industry customers.

Solution Design and Proof• Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business. • Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor. Delivers assets that can be leveraged by others in the business. • Applies advanced sales methodologies (e.g., challenger sales) to guide customers through digital transformation solutions and uses innovation to challenge solutions against changing technology (e.g., Power Apps). Build Strategy• Builds competitive knowledge, documents compete patterns, and shares within the community to drive change and escalations for competitive selling strategies. Acts as a subject matter expert on a particular competition. Delivers competitive knowledge back to product and engineering teams. • Works with local account and marketing teams to shape strategic win and customer success plans and tailors to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Where applicable, builds consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off. • Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs. Scale Customer Engagements• Leverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU) and proactively engages product teams (e.g., engineering) to remediate escalated technical blockers by conveying impact and anticipating and addressing future potential blockers based on needs. • Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, account teams), leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references. • Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team and helping lead sales strategy. • Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers. Education• Builds readiness plans for peers and proactively identifies gaps and new opportunities for learning. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact. • Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify opportunities to increase solutions/portfolio understanding. • Monitors, responds to, and acts as a thought leader on internal tech community posts, establishes and leads vibrant tech communities including community calls, sessions, hackathons, etc., and acts as a mentor to the community. Leverage Partner Ecosystem• Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and developing deep partner relationships. • Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.

Build StrategyReviews customer interactions and raises competitive information to account teams to contribute to development and landing of compete strategies.Contributes to product strategy by soliciting and communicating customer feedback.Tailors Microsoft standard messaging to audience using knowledge of specific Microsoft products.EducationPromotes readiness to internal teams.Consumes and leverages readiness materials to expand domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues.Participates as a member in the Microsoft tech community, attends community calls, sessions, hackathons, etc., and acts as a resource for their technology area.Leverage Partner EcosystemBuilds awareness of partner technical capacity through observation.Engages in partner sell-with scenarios by contributing to the facilitation of technical engagements and partnering with colleagues to manage the sales process.Scale Customer EngagementsDevelops understanding of current customer context and anticipates next steps. Uses product expertise to build credibility with customers.Engages other resources, leveraging basic resource knowledge, for key areas of technology as needed to overcome technical blockers on assigned technology set.Engages with and reaches out to customers with coaching from others.Drives technical wins or portions of technical wins with support from peers. Improves customer interactions through feedback and observation.Solution Design and ProofContributes to demonstrations (e.g., proof of concept [POC] sessions) of solutions based on specific Microsoft products through initial engagements and coaching from senior colleagues. Leverages partner/customer teams as needed to prove product capabilities and integration into customer environment.Builds own awareness of digital transformation sales methodologies.Presents reference architectures to partners or customers for key parts of their technology sets.