IoT @ Microsoft

Technology Solutions Professional position within the IoT Technical Sales, Microsoft Partner Devices & Solutions

Microsoft’s CDS division leads the ecosystem of Microsoft partners to design and sell the latest device solutions featuring Azure Sphere, Azure IoT Edge, Windows platform, Windows Server, Office and Windows Embedded/IoT. One of the largest and most profitable business at Microsoft, the CDS division is chartered with maximizing Microsoft’s impact across the entire OEM partner ecosystem from the supply chain to OEMs and through the distribution channels. If you’re passionate about impacting the global ecosystem of partners and influencing the customer experience on the hundreds of millions of devices that ship every year, then this is the team for you.

The IoT Partner Devices & Solutions team is deeply committed to our mission of accelerating and scaling industry-leading repeatable edge-to-action IoT Solutions with the device partners globally. We are responsible for the global technical relationship management and technical sales of more than 8,000 OEMs that are designing and selling many of the most exciting and widely used devices such as Point Of Service, Self Service Kiosks, Digital Signage, ATMs, Industrial PCs, wearable and other emerging IoT devices. Our vision is to transform and enable the world of IoT, making it more securely connected, more accessible, by leveraging the Microsoft IoT device ecosystem across a wide set of IoT verticals and helping these partners leverage cloud services to create new business opportunities.

We are looking for a passionate IoT Technical Sales Professional with industry experience to join our global team. Our team is proficient in understanding our partners' technical needs and developing a mutually beneficial business value with them. You will engage in a complimentary manner with our customers and work with our technical sales to build deep relationships with our customers, accelerating and enabling their end-to-end IoT solution creation and deployment, powered by both Microsoft and 3rd-party / open-source technologies.

• (30%) Build IoT Solutions with Partners: Our success is measured by bringing Microsoft IoT solutions to market with our partners, and their satisfaction with the Microsoft IoT platform, to realize license revenue growth and accelerate Azure services consumption. Develop effective relationships with Microsoft partners, such as Original Equipment Manufacturer (OEM), Original Design Manufacturer (ODM), Systems Integrator (SI) and Independent Hardware Vendor (IHV) partners. Develop expertise in key commercial IoT markets, such as Industrial Automation and Manufacturing, Healthcare, Smart Buildings, Smart Retail, Security and Surveillance, Transportation and Energy to effectively engage the partners and help building the IoT solutions. Develop and lean-in in a strategic engagement with core Microsoft IoT accounts, in close partnership with our Azure IoT sales specialists.
• (25%) Trusted Technical Advisor for Partners: Act as the technical sales specialist for Microsoft’s IoT solutions centered around Azure cloud services, Azure IoT services and Azure ML/AI services. Build a trusted technical subject matter expert position in depth with the strategic partners through a deep understanding of the partners’ device to cloud strategy and business imperatives. Understand the Microsoft IoT strategy and influence and orchestrate relevant and applicable internal resources to drive maximum coverage on key opportunities and strategies in a timely manner by engaging as a deep technical level across our partner’s organization, from developer to CxO. Grow Microsoft’s presence in the region through customer references, successful deployments, regional and local industry events, etc.
• (25%) Opportunity Management: Drive the regional IoT Solutions pipeline as well as POCs and pilots for Azure IoT based solutions across the ecosystem. Coordinate with partners, PSS and channel executives to report opportunities and maximize results and return on investment to drive the sales. Orchestrate internal alignment and pipeline reviews with OEM channel executives, and respective partners stakeholders to ensure the growth of the solution pipeline.
• (20%) Product Impact: Act as the interface between the partners, Microsoft product groups, and other Microsoft Field and Services groups. Provide field, partner and market insights to the product groups across to generate requirements on Azure cloud services, Azure IoT services and Azure ML/AI services, advocate partners and provide consistent feedback to Corp Teams across the products and services. Drive strong collaboration across Microsoft teams to ensure securely connected end to end IoT solutions deployed with broad partner by partnering with internal stakeholders where applicable. Keep up-to-date with IoT and cloud market trends and competitive insights, engage product groups to further enhance our industry-leading solutions and service offerings.

• 5+ years of technical sales experience with a track record in high tech industries
• 3+ years of experience in enterprise and solution based consulting or technical sales
• Undergraduate degree preferred, in Computer Science, Electric Engineering or a related technical field, or relevant work experience
• Self-starter
• Experience engaging C- and senior-level technical stakeholders
• Strong planning and organization skills, with the ability to manage multiple, complex projects simultaneously
• Experience in project management, feature definition and design and feasibility assessment.

• Excellent interpersonal, collaboration, planning and drive for results competencies
• Passionate about partners and customers to build creative and innovative solutions.
• Presentation skill to explain and educate others both internal and external, at all level of an organization.

• Industry experience and deep IoT / M2M market knowledge in specific vertical industries such as Industrial Automation and Manufacturing, Healthcare, Smart Buildings, Energy, Security and Surveillance, and Retail.
• Experience in IoT market in a technical or technical sales capacity is a great advantage, including an understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
• Strong technical and pre-sales expertise, covering some of these areas:

• Broad knowledge of Azure and IoT architectures, from devices to cloud (Devices, Gateways, Connectivity, Cloud, Analytics and Visualization)
• Developer experience in C, Java, Node.js/JavaScript, Python or C# depending on the hardware and operating system.
• Data and analytics experience – SAWL, R, Python - Machine Learning skills include R and/or Python.
• Web design / Power BI / Enterprise systems for IoT data visualization).
• Azure or other Cloud Platform technical overview (infrastructure components, security, data, and analytics).
• Experience on Windows and other O/S platforms (Linux, Android, etc.)
• Proficient oral and written communications skills in English required. This position is ideally located in Singapore to focus in emerging APAC markets, and the ability to speak relevant local language in SEA or India is desired.
• Ability to travel (30%)

Personal Attributes and Competencies:

• Passionate about technology and the IoT market
• Capable of effectively navigating complex business challenges in ambiguous settings with solid judgment and risk management
• A strong sense of teamwork and high performing team
• Lifelong learner with a growth mindset that continually raises the bar on personal impact and performance

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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.