微软Partner Solution Architect
任职要求
Required Qualifications• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND 8+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting• OR Master's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND 6+ years experience in cloud/infrastructure technologies, technology solutions, practice development, architecture, and/or consulting • OR equivalent experience. • 4+ years experience working in a customer-facing role (e.g., internal and/or external). • 4+ years experience working on technical projects for partners or customers. • Technical Certification in Cloud (e.g., Azure, Amazon Web Services, Google, security certifications). 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. 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.
工作职责
Education and Thought Leadership • Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for partners with complex solutions, and all-up Microsoft business. • Drives innovations to help partners meet capacity and capability goals, maximize reach and impact, and drive long-term engagement and thought leadership on the Microsoft platform, and influences large partners to see and adopt the strategic value. • Provides expertise and is sought out by the Microsoft community because of broad expertise across technologies or solution areas. • Leads the direction that virtual team members (e.g., Account Team) take with Partners and their customers by providing them with strategic input using thorough knowledge of Microsoft technologies, partner accounts, and digital transformations and their context in the competitive landscape. • Coaches the partner on building resilience to technical issues and dealing with competition. Ensuring Success • Helps assigned partners engage in technical pre-sales, deployment, and consumption for the practices or solutions they have built. • Orchestrates a wide, complex range of activities in accordance with partner technical development plan, to develop solution offerings and value realization across a variety of solution areas. • Sets timelines and milestones, and tracks progress toward objectives. Leverages industry expertise and establishes technical credibility with partners to drive Microsoft Technology adoption. • Demonstrates partner and customer obsession in driving digital transformation and Microsoft technology adoption by helping them realize the value, meet their business objectives, achieve their consumption and business targets, and accelerate growth. • Leverages rich expertise and relationships with others to guide the development of partner technology roadmaps that enable them to expand into new markets and provide them with a competitive edge. Partner and Industry Insights • Synthesizes and combines various business insights from their team, global best practices, proof points from experience with several countries and regions. • Leads the orchestration of complex teams across the organization to gather information, collaborate on performance markers, and identify potential risks in partner accounts. • Brings in business and industry insights to address the broader business challenges for the partner. Executes work against the overall business and technical strategy. Solution Development • Helps partners build practices or solutions and shares their experience and influence with partners through solution-sales guidance. • Influences partner to enable the broader technical team to ensure that technical pre-sales, deployment, and consumption (with a focus on key strategic workloads and solutions) are part of solution development efforts. • Coaches the partner on building resilience to technical issues and dealing with competition. • Proactively influences the development of groundbreaking and highly impactful solutions using Microsoft technologies, and builds solutions into the partner ecosystem to enable partners to sell to end-customers. • Help partners build industry solution based on Microsoft Technology and publish the solutions in Microsoft Marketplace, build strong Microsoft solution eco-system. Strategy Formulation • Provides analysis of overall partner needs for some of the largest and most complex accounts, and advises on gaps that would benefit from Microsoft solutions, using an understanding of the business strategies and outcomes that technology can support. • Leads the adoption of technologies, long-term vision of the customer's/partner's business strategy and driving action to bring to fruition. • Creates mid-term and long-term technical development plans (TDP) for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and industry landscape in alignment with the Partner Business Plans (PBPs) and in collaboration with the Partner Development Manager (PDM). • Drives envisioning and technical and program changes in the roadmaps around new and groundbreaking technologies. • Ensures execution of technology strategy and digital transformation by anticipating and/or leading the resolution of technical blockers that arise during strategy planning and implementation, and driving technology adoption. Ensures that the execution of work supports the transformation of the partners and their customer's technology capacity, capability, and co-selling across the engagement, and uses expertise and influence to accelerate strategy execution.
In this technical role, you will be developing the emerging Independent Software Vendors (ISVs) categorized in AI, Data, Business Application, Infra. You will co-build/co-market/co-sell with ISVs. You daily routine includes: Engaging the Partner's Technology, Sales & Marketing leaders to determine the best approach to co-build/co-sell/co-market. Uplifting partner capability through workshops, player-coach. Accelerating partner opportunities through architecture design/review, PoC, technical resolution. Modernizing their architecture with AWS Packaging and promoting partner solution. Co-marketing their offering through Public Speaking/Blog/Workshop etc Partnering with the counterparts the PDMs (Partner Development Manager) in Partner development planing, execution and reviews. A day in the life - Co-build solution with partner, so the solution could run on, could differentiate on AWS - Co-sell with partner through opportunity engagement, validating solution through POCs. - C-market ISV solution through creating solution offering, advocating the solution through public speaking, workshops etc - Champion ISV across the AWS field team, driving partner solution adoption - Capture and share best-practice knowledge with our broader Solution Architect community. - Present AWS services and solutions to the wider partner community participating in external events, such as summits, webinars and product launches. - Share partner and customer feedback to internal product management and engineering teams to help drive improvements.
• Customer Centric: Customer Satisfaction: Drive positive Customer Satisfaction, and become a trusted advisor to customers and partners, by leveraging M365 Enterprise Services expertise to enable defined Customer Success Plan outcomes. You will actively listen and respectfully challenge to drive the best outcomes.• Customer/Partner Insights: Provide feedback & insights from customers/partners back to the relevant MS teams including Product Groups, to enable continuous improvement.• Accelerate Value Realization: Actively engage with business and technical decision makers to drive intent, enablement and usage of Copilot for M365, securing long-term customer renewal. Galvanize technical and sales experts around additional identified opportunities to develop customer specific roadmaps that drive further growth & business value realization.• Business Impact: Usage (Cloud & Support) Growth: Develop opportunities to drive Customer Success business results by working with business and technical decision makers to ensure they understand Microsoft’s M365 value proposition and get value from their investment in Microsoft technology.• Resolution of Customer Blockers: Identify resolutions to issues blocking go-live of customer success projects by leveraging deep knowledge of M365 services & technical subject matter expertise. Lead technical conversations with customers to drive value from their MS investments. Deliver all work according to MS best practices & policies and using repeatable IP.• Technical Leadership: Learn It All: Demonstrate Self Learner mindset through continuous alignment of individual skilling to team/area demands and Customer Success goals• Accelerate Customer Outcomes: Engage in relevant communities to share expertise, contribute to IP creation, prioritize IP re-sure and learn from others to help accelerate your customers transformation journey.
The ideal candidate will have experience in customer-facing roles and success in leading in-depth technical Application development architecture discussions with senior customer executives, Architects, IT Management, and Developers to drive value to our customers and is open to travel to customer site as needed by business. • Understanding Customer/Partner Technical Environment (Insights about Customer/Partner and Industry): Gather customer/partner insights (e.g., feedback around technical preferences, environments, business needs, competitive landscape), and map architecture and digital transformation solutions to customer/partner business outcomes. Adapt business models, plans, and solutions to insights. • Understanding Customer/Partner Technical Environment (Internal Advocacy): Act as the voice of the customer (VOC)/partner by driving new feedback, gaps, blockers, insights, resources, etc. across communities to track, add, and prioritize, using established channels (e.g., UAT/TFT). • Architecture Design and Deployment (Architecture Proposals): Receive and synthesize data about customer/partner business and technical requirements, address them with technical architecture(s), demonstrate and prove those solutions capability and business value through design collaboration sessions with the customer/partner. • Architecture Design and Deployment (Requirements and Constraints): Apply broad technical knowledge across various architecture solutions to meet business and information technology (IT) requirements and resolve identified technical constraints. Help to shape and enhance customers' requirements. • Application Development, Architecture Design and Deployment (Resolving Blockers): Identify, escalate, and work to resolve technical blockers (e.g., changing configurations, sample coding) to accelerate architecture implementations and routes non-technical issues for removal by the appropriate party. • Trusted Advisor (Challenger Mindset): Respectfully challenge customers/partners when going in the wrong direction and escalate appropriately. • Trusted Advisor (Competitor Insights/ Differentiated Value Proposition): Understand the competitor's architecture solutions and identify Microsoft's strengths over competitive solutions to drive conversations with customers/partners and convince them of solution. • Customer Usage: Lead architecture design, resiliency reviews, and technical optimization that result in production deployment application and increase customer business value. Drive efforts to ensure that the customer's environment and applications are well-architected. • Customer Satisfaction – Deliver positive Customer Satisfaction and become trusted advisors to customers by leveraging solution area expertise to enable defined Customer Success Plan outcomes.
• As a Solutions Architect, you will work directly with customers to accelerate their projects and recommend best-practice architectures in line with their long-term business outcomes. • You operate as a trusted advisor for customers. The best interests of the customer will shape the guidance you provide. You work backwards from their priorities and find inventive ways to add value with solutions utilizing AWS and its Partners’ technology. • You capture and share the voice of the customer to influence the roadmap of new features and services for AWS. You use your customer understanding to participate the creation or updates of technical content and reference architectures (e.g. white papers, code samples, blog posts). • Evangelize and educate about AWS technology (e.g. workshops, user groups, meetups, public speaking, online videos or conferences). To be successful in this role you need to be passionate about ISV and cloud architectures. You are a builder with genuine curiosity about how technology can support your customers’ business models and objectives. You are a lifetime learner that develops areas of depth in technical domains relevant to your interests and your customer's outcomes. A day in the life The Solutions Architect team at AWS is responsible for helping customers successfully implement cloud technologies. In a typical week you will meet multiple customers and you will collaborate with them on designing and operating well-architected solutions. You will earn their trust and show them the art of the possible, educating them around the capabilities of AWS. Partnering with internal teams and experts, leveraging a deep knowledge of our tools and products, you’ll craft highly-scalable, flexible, and resilient cloud architectures that address our customers’ business problems. As part of our team, you’ll have the opportunity to continuously learn and innovate daily.