Developer Productivity Specialist Global Black Belt – [Emerging Markets]

The Developer Productivity Specialist Global Black Belt (Dev Productivity GBB) for Emerging Markets is a senior sales role with experience in the Developer Tools business that will play a pivotal role in establishing our presence in high-growth markets. The role will be responsible for bootstrapping the developer tools business in regions with large concentration of enterprise developers. This role will partner and build v-teams with people across Microsoft’s and GitHub’s marketing, sales and partner organizations to develop a strong sales pipeline, land net new logos and accelerate adoption of our Developer Tools portfolio across GitHub and Microsoft, such as GitHub Enterprise Cloud, GitHub Copilot, GitHub Advanced Security and Microsoft Dev Box.

This role sits in our Global Black Belt (GBB) organization, which is a team of highly specialized professionals within our Microsoft Customer & Partner Solutions organization (MCAPS) who work with customers to enable some of the most complex and innovative solutions, providing differentiated technical leadership and guidance along the way.

This role is flexible in that you can work up to 100% from home. This role will require travel to customer sites.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Develops a comprehensive market entry strategy, considering local nuances and competitive landscape in partnership with Microsoft and GitHub sales teamsLeads end-to-end customer initiatives about Developer Productivity and modern software development practices such as DevOps, DevSecOps, AI-assisted Software Development, Cloud Development Environments and Platforms EngineeringCollaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.Delivers Results Through Teamwork- Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.Engages with internal and external stakeholders on business planning. Establishes recovery action plans to improve clients' overall experience, orchestrates sales and delivery success through the account and pursuit teams, and drives intentional selling aligned with strategic prioritiesInfluence Microsoft’s and GitHub’s go-to-market and product strategies and roadmaps by documenting and sharing insights to sales, marketing, and engineering stakeholders on current and future product requirements, sales blockers and customer feedback.Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors less experienced team members.Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Qualifications

Required/Minimum Qualifications

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experienceOR 7+ years technology-related sales or account management experience.5+ years in customer-facing advisory or 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.Knowledge of enterprise software solutions and platform competitor landscape.Experience planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation. Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.Experience orchestrating and influencing virtual teams to pursue sales opportunities and leading v-teams through influence.Fluent in reading, writing and speaking English.

Additional Or Preferred Qualifications

6+ years solution or services sales experience. Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experienceOR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experienceOR 9+ years technology-related sales or account management experience.Experience leading large enterprise engagements especially those involving Developer tools and platforms and related.Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.Fluent in reading, writing and speaking Portuguese.

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.

Key Skills

• CSS