Microsoft’s mission is to empower every person and every organization on the planet to achieve more. Our culture is based on embracing a growth mindset, inspiring excellence, and encouraging teams and leaders to bring their best each day. By doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Every company is transforming into a digital company, changing the way they serve their customers and partners. As organizations shift IT from business support to key contributor in the value chain, they are looking for ways to save more money or generate new revenue streams. Modernizing the existing IT infrastructure to a more agile, cost-effective and innovative environment requires cloud knowledge, trust and a deep understanding of the current and future IT situation to deliver a holistic offering for our customers and partners.

As a Cloud Value Specialist , you will guide customers, partners and the sales team through the process of shaping the digital strategy, quantifying the customer’s current application landscape, optimizing and simplifying the migration strategy and then handing over the migration project to the Azure Migration and Modernization program team for deployment and post-sales support. You will leverage your business acumen, technical expertise in Azure Cloud Economics/FinOps principles, program management experience and executive communication skills to become a trusted advisor for our customers and enable them on their digital migration and modernization journey.

The ideal candidate will have experience in shaping, selling or delivering large technology-led transformation engagements for enterprises in Germany. This leader will bring a customer-centric and collaborative approach, strong technical understanding to provide confidence to C-suite on scaled cloud adoption and a passion for helping customers transform using cloud technologies.

Responsibilities

Consultative Selling and Business Case Execution (50%)

• Help customers in the designated territory understand the business opportunity and value from migrating and modernizing on Microsoft cloud. Use given methodologies to accelerate migration and the investments/support offered by Microsoft on our customers’ cloud adoption journey.

• Work backwards from our customer needs, provide a clearly articulated business solution including the migration strategy and business cases.

• Draw upon resources from a cross-functional team of Solution Architects, Partners and Professional Services within Microsoft.

• Coach teams and drive sales cycle from deal discovery/deal shaping/deal closure including enabling Account Managers to integrate migrations into their client journeys.

• Proactively tailor messaging and tactics to communicate technical information clearly and accessibly (e.g., using storytelling, visualizations, imagery). Integrate partners, suppliers, and cross-team members into customer moments.

• Act as a trusted advisor on effectively communicating the development of a Migration and Modernization Strategy for the customer.

Business Development (30%)

• Participate actively in GTM activities, events, Executive briefings to support the Account Managers in articulating the business and technical value of Microsoft migration journey.

• Be a subject matter expert with insights into how customers and partners see the economic benefit of using Azure and its hybrid stack compared to hosting and on-premise data centers.

• Collaborate with program management and marketing teams to enhance migration and modernization programs.

• Work with communication teams to create FinOps case studies, share best practices and learnings across the organization in WW communities.

Executive Stakeholder Management across Customers and Partners (20%)

• Advise customers and partners on how to maximize assessments and business value analysis.

• Lead efforts to identify aspects of customer organizations that drive cloud governance and multi-cloud consumption, amplify clear mappings of impact to customers’ business.

• Guide partners to leverage data collected to better align solutions to customer needs. Translate proven results into compelling stories and leverage business intelligence (BI) platforms.

Qualifications

Basic Qualifications

• Demonstrates a growth mindset by trying new things, learning from mistakes, learning from others, developing self-awareness.

• Shows creative problem-solving skills, persistently pursues positive outcomes, uses effective approaches to solve problems, anticipates customer needs, and proactively meets and exceeds customer expectations.

• Has worked in matrixed organizations, drives change through influence beyond direct teams, and orchestrates organizational efforts across a large number of cross-functional teams.

• Exhibits thought leadership in Migrations and Modernizations space and brings a customer-centric and collaborative approach with the ability to engage C-Suite to help them crystallize business benefits of their migrations.

Preferred Qualifications

• Familiar with the 6Rs model of Applications migration and has experience of shaping client conversations/campaigns around this topic and building business cases and understanding of buying criteria in the enterprise cloud space.

Fluency in German is essential

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .