微软Sr Solution Specialist Manager--AI workforce
任职要求
10+ years technology-related sales or account management experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience OR equivalent experience 7+ years DevOps experience, including Agile, CI/CD, quality, automation, and security with one or more of the DevOps toolchains (i.e., Azure DevOps, GitHub, GitLab, Atlassian). 5+ years of DevSecOps experience and Shift Left practices with products such as GitHub Advanced Security, Checkmarks, Fortify, SonarQube, Defender for Cloud Solution Sales Experience: 3+ years in customer-facing advisory or pre-sales to demonstrate the ability to distill core technical concepts and connect them to business outcomes Work experience should involve presales, technical consulting, solution design, project envisioning, planning, development, deployment, and management. Proven customer facing consultative skills 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
You will lead and support your team as a people manager by fostering empowerment and accountability, guided by the principles of model, coach and care: • You will lead teams in identifying and advancing new business opportunities, integrating impactful industry insights into customer engagements, and driving strategic projects and high-impact AI solution deployments that deliver measurable business value. • You will guide your team in developing and executing opportunity strategies through effective orchestration, ensuring alignment with customer needs. This includes coaching on how to engage customers to uncover business challenges and facilitate meaningful solution discussions. • You will coach your team on applying the orchestration model and support them in building a strong partner network to drive cross-sell and up-sell motions. • Leveraging your technical and market expertise, you will mentor your team on connecting Microsoft solutions to customer outcomes and act as a thought leader in AI transformation conversations. • You will define long-term customer satisfaction strategies, lead whitespace analysis, and participate in strategic territory planning. You’ll ensure alignment across departments through regular ROB reviews and planning sessions. • You will be accountable for achieving sales targets and maintaining operational excellence. This includes coaching your team on product and sales knowledge, ensuring completion of required training and certifications, and monitoring key performance metrics across the territory.
1) Drive overall market and technical strategy as it relates to AWS Big Data & Analytics services. 2) Execute the strategic business development plan while working with key internal stakeholders (e.g. account teams, channel teams, service teams, support, etc.). 3) Identify specific prospects/partners to approach while communicating the specific value proposition for their business and use case. 4) Build and enable the related partner ecosystem for Greater China and fill the business development pipeline by engaging with prospects, partners, and key customers. 5) Help define the market segments, customer base, and industry verticals we target within Greater China and set a strategic business development plan for target markets and ensure it's in line with the strategic direction. 6) Work closely with the customer base to ensure they are successful using AWS web services, making sure they have the technical resources required. 7) Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings. 8) Develop long-term strategic partnerships and handle a high volume of engagements and the fast pace of the cloud computing market 9) Experienced with account management (Enterprise, SMB and startup) and solution selling ability. 10) Relevant technical experience and industry knowledge will be very heplful. BI conversation is very business oriented thus enterprise industry (for example, retail, manufacturing etc..) experience is must have. A day in the life 1) Customer meetings to learn their business needs and pain points. 2) Understand product positioning in the market and in front of competitors. 3) design Go-to-Market strategy of the product and track the results with adjustment during execution. 4) Alignment with front-end teams (BD/SA) to scale the business. 5) collaborate with WW service teams to feedback with findings gained in the field to help product enhancement & iteration. 6) Partner Synergy as either sell to/with/through them.
* Serve as a key member of the Industry value transformation team in helping to drive AWS marketing, sales, and technical strategy for the Healthcare & Life Science industry * Actively engage with industry alliances and/or goverment department like NMPA to understand, participate and influence AWS friendly policy in public cloud with supporting by government relationship and compliance team. Proactively explore and influence the guidance from government regulators to the related organization’s development priorities, scope the business cases dragged by the priorities for field sales to engage by project by account * Define main industry use cases, develop assets and solutions, finding strategic partners, assembling cross-functional engagement teams, and driving business and technical relationships with customers to create significant new line of business pipeline * Support and enable the AWS enterprise BD teams to more effectively drive their day-to-day interactions with key prospect. And Work closely with AWS Solutions Architects, AWS Partners and AWS Professional Services teams to develop and promote solutions for target use cases. And you will work closely with the AWS product and services teams to help evolve AWS offerings for more rapid enterprise adoption while addressing issues, concerns, and requests from the field. * Develop industry-specific messaging and collateral materials that effectively communicate the business value that AWS could bring to customers, and engage with marketing team to improve AWS Brand awareness in the industry. * Understand the unique business & technical requirements of healthcare & life science customers and work closely with the global HCLS teams and Pan-Amazon to guide the direction of our service offerings, and localize solution packages and sales tools. * Understand and exploit the use of Salesforce.com and other internal Amazon systems for campaign tracking and pipeline management.
• Engage with customer IT and business leaders to understand their application, data, and AI priorities, and design secure, scalable solutions that drive business value and customer satisfaction. • Lead technical engagements across architecture design, Proof of Concepts (POCs), and Minimum Viable Products (MVPs) to accelerate adoption of Azure AI, App Services, GitHub, and data platforms. • Own the end-to-end technical delivery results, ensuring completeness and accuracy of consumption and customer success plans in collaboration with the CSAM. • Drive next best actions and generate incremental pipeline from each engagement, aligning with Unified Enterprise Support (ES) priorities. • Deliver repeatable intellectual property (IP) and contribute to centralized IP development to accelerate deployment and achieve targeted outcomes. • Provide delivery oversight and escalation support for key Factory engagements across AI and App Innovation projects. • Lead the health, resiliency, security, and optimization of mission-critical workloads, ensuring readiness for production-scale AI use cases. • Act as the Voice of the Customer by sharing insights and feedback with engineering teams to influence product improvements and remove adoption blockers. • Support customer skilling through technical workshops, readiness activities, and recommendations that ensure solution performance, maintainability, and reliability. • Maintain deep technical expertise and stay current with Azure, AI, GitHub, and cloud-native development trends, while contributing to internal and external technical communities. • Be accredited and certified to deliver with advanced and expert-level proficiency in priority workloads including Azure AI Foundry, AKS, App Service, Cosmos DB, Azure SQL, PostgreSQL, APIM, and GitHub. • Demonstrate a growth mindset by continuously aligning your skills to customer needs, contributing to knowledge sharing, and mentoring others to accelerate customer outcomes.
Every day will bring new and exciting challenges on the job while you: - Act as a strategic advisor for customers' Generative AI initiatives and internal AI agent innovation - Drive the development and implementation of collaborative AI agents within the TAM organization - Lead technical discussions around AWS AI services including Bedrock, Claude, and Amazon Q. - Make recommendations on AI architecture, security, cost optimization, and operational excellence - Champion internal AI agent success stories to inspire customer innovation - Complete analysis and present periodic reviews of AI workload performance - Guide customers in developing responsible AI practices while ensuring security and compliance - Foster an ecosystem where AI and humans progress together through knowledge sharing - Work with AWS AI/ML service teams to advocate for customer needs - Participate in customer requested meetings (onsite or via phone) - Work directly with Amazon Web Service engineers to ensure rapid resolution of AI-related issues - Available in non-business hours to handle urgent issues ------------------------------------------------