Overview
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.
If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. The Microsoft Cloud is the most comprehensive and trusted cloud platform in the industry – spanning cutting-edge solutions in Security, Workplace AI, AI Business Process, and Azure. At Small Medium Enterprises and Channel (SME&C), we harness this full Microsoft Cloud portfolio to drive digital transformation for organizations of all sizes. Our high-growth, AI-powered sales team is customer-obsessed and partner-driven, unlocking innovation from secure infrastructure to collaborative AI-powered productivity and intelligent business applications. Join us and lead the charge in empowering customers with the Microsoft Cloud, working smarter, collaborating seamlessly, streamlining business processes, and staying protected on a global, trusted platform.
Please note that this role follows a hybrid work model and requires attending our La Sabana office three days per week.
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
Build Strategy
- Acts as the voice of the customer (VOC) by driving new feedback, blockers, insights, and resources (e.g., unified action tracker [UAT], technical feedback platform) across territories so they can be added and prioritized. Represents the customer to product teams (e.g., Engineering) to shape products and services by providing insights across the territory.
- Captures core customer compete knowledge across solution areas and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies.
- Provides strategic, technical, and partner input based on Microsoft capability to contribute to strategy development, leveraging partner and competitor knowledge.
- Works with account teams to shape strategic customer win strategy and tailor unique Microsoft value messaging to audience.
- Monitors and analyzes action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes.
- Identifies opportunities to promote usage.
Scale Customer Engagements
- Uses knowledge of customer context, cross-solution, or portfolio expertise, and technical and market/industry knowledge to build credibility with customers individually or at scale.
- Leverages knowledge of programs and investments (e.g., Microsoft Technology Center [MTC], exec briefing center, partner workshops) and proactively engages with engineering, product, and support teams to remediate blockers.
- Helps ensure consistency and quality of engagements through adherence of standards and best practices (e.g., managed service provider [MSP], managed certified professional [MCP]). Utilizes common sales and delivery methodology for the Microsoft sales organization to identify and engage customers in new opportunities. Actively seeks and incorporates feedback on customer impact to increase capabilities.
- Proactively helps to maximize impact of customer engagements by executing on solutions to blockers.
- Engages with customer technical and business decision makers, and identifying customer needs and issues proactively through technical discovery.
- Uses knowledge of customer context, cross-solution or portfolio expertise, and deep technical and market/industry knowledge to build credibility with customers individually or at scale.
- Leads and ensures customer needs are met by showcasing suitable Microsoft solutions anchored in insights and business value, and influences customer technical buy-in. Utilizes rules of engagement (e.g., role boundaries, handoff strategies), and leverages knowledge of processes (e.g., Managed Service Provider [MSP], co-sell partners), tools, and programs (e.g., FastTrack). Searches for customer references to use in engagements.
Scale Through Partners
- Engages in partner sell-with scenarios by acting as liaison between the partner and team and shares visibility on partner resources and processes. Supports the development and maintenance of relationships with pre-sale team and partners.
- Self-identifies and selects top 5 to 10 go-to partners on proactive and early engagement in opportunities.
Solution Design and Proof
- Presents, applies, and customizes architecture patterns to partners or customers or businesses and drives cross-workload support for Microsoft Solutions.
- Applies and customizes existing demonstration assets. Demonstrates and oversees demonstrations (e.g., pre-built demos, architectural design sessions [ADS], proof of concept [POC] sessions with partners) of solutions based on multiple Microsoft products through early stage engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.
- Reviews partner demonstrations and provides feedback to ensure alignment with Microsoft standards.
Technical Leadership
- Monitors and responds to internal and external tech community posts, attends community calls, sessions, hackathon, etc., and acts as a mentor for their technology area. Contributes and participates in Customer Executive Briefing Center sessions. Shares best practices internally on community calls and drives recognition of Microsoft cloud solutions through presentations and engagements with external audiences.
- Conducts group training or one-to-many events (e.g., workshops, Webinars) or leverages existing scale enablement programs to present and educate customers and colleagues on the capabilities and benefits across Microsoft solutions/products.
- Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture. Builds their own readiness plan and proactively identifies learning gaps.
Qualifications
Required qualifications
Bachelor's Degree in Computer Science, Information Technology, Engineering or related field AND 4+ years technical pre-sales or technical consulting experience
- OR equivalent experience.
Global collaboration is integral to our work at Microsoft, and proficiency in English is essential for effective communication in this role.
Additional qualifications
Bachelor's Degree in Computer Science, Information Technology, Engineering or related field AND 8+ years technical pre-sales or technical consulting experience
- OR equivalent experience.
4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
Certification in relevant (Microsoft or industry) technologies or disciplines (e.g., Microsoft Office 365; Power BI; Azure Administrator, Architecture, and Development exams; Cloud Platform Technologies; Information Security; Architecture).
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about **requesting accommodations.**