Senior Solution Area Specialist - Cloud & AI

Full Job Description

Customer engagement: assess and qualify sales opportunities following sales frameworks, participate in strategy development for driving and closing moderately complex, significant-value opportunities, drive sales strategies tailored to each customer's priorities, and collaborate across organizations (ATU, GPS, CSU, ISD, Partner) to orchestrate deals, earn customer buy-in, secure deals, and mitigate risk. Lead a virtual team of technical, partner, and consulting resources to advance the sales process; activate partners and relationships to drive co-selling and partner attach at every stage of the sales lifecycle; and develop relationships with key customer and partner stakeholders, translating their feedback into recovery action plans. Sales and pipeline management: maintain sales and consumption pipeline hygiene, engage in pipeline reviews to drive forecasting accuracy using AI-powered analytics, monitor adoption trends to help customers realize value and drive expansion and predictable renewals, and analyze propensity, renewal, consumption, and usage data to prioritize sales strategy. Sales strategy: evaluate the solution area and market to align sales plays with customer priorities, using AI-driven predictive analytics and whitespace analysis to identify opportunities and market gaps, and lead discussions with customer stakeholders and decision makers to identify, qualify, prioritize, and accelerate sales opportunities. Leverage technology (for example, AI sales agents, automation, and Power Platform) to drive growth within the assigned domain, and embody our culture and values in every engagement. Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND several years of technology-related sales or account management experience; Business proficiency in both spoken and written communication in German and English. Experience working with enterprise customers in the financial services industry. Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND several years of technology-related sales or account management experience; OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND several years of technology-related sales or account management experience; OR equivalent experience. Solution or services sales experience, including experience delivering solutions for customer personalization, inventory optimization, and workforce enablement. Certifications such as AZ-900 (Azure Fundamentals), AI-900 (AI Fundamentals), or DP-900 (Data Fundamentals) are highly recommended. Understanding of cloud migration and modernization of core workloads, data estate unification, and the AI-readiness of existing environments, with experience leading cloud modernization initiatives in enterprise environments. Knowledge of the partner ecosystem and the ability to leverage partner solutions to solve customer needs. Familiarity with Generative AI use cases in content creation, localization, metadata generation, summarization, and personalization. Preferably located within the Vienna area, given customer and team needs.

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