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Cloud Solution Architects support customers through the whole adoption lifecycle, through planning, adoption, deployment and optimization. This is a customer-facing role, owning the technical relationship between the customer and Microsoft, helping customers to leverage their Microsoft investments through architecture, implementation, and operational health engagements.



Responsibilities
To drive positive customer satisfaction by acting as a trusted advisor to customers.
You will be the voice of the customer and required to provide feedback and insights from customers and partners to global security teams at Microsoft, including engineering and product teams.
To land an end-to-end value proposition for Security (i.e., Zero Trust), which spans the breadth of Microsoft security offerings, focusing on data security, threat protection, identity/access management and cloud security.
To support customers through their adoption lifecycle; from planning to adoption, deployment, followed by optimization. You will support the adoption of Microsoft security products as you lead technical solutioning and nurture customers through their adoption journey.
To deliver technical presentations and product demonstrations to customers. You will present options and propose high-level solutions, working with key Microsoft and partner resources to drive deployment and adoption. While engaging with customers, you will identify cross sell, upsell and Microsoft Unified expansion opportunities, handing these off to relevant teams and supporting the opportunities as required.
To align your individual skilling to team or area demands and customer success goals. You will utilize Microsoft intellectual property to accelerate customer outcomes, share your expertise with colleagues and contribute to the creation of new IP resources.
To lead architectural design sessions to help customers construct plans for implementation of solutions; governing design in line with customer business objectives and their technical environment. The outcome of such sessions being consensus on solution design and next steps toward production deployment.
To collaborate and orchestrate complex end-to-end enterprise security solutions with other Cloud Solution Architects and Microsoft stakeholders.

Proactively acts as the voice of the customer/partner and internal communities leveraging relevant insights from feedback tools and systems. Proactively identifies and/or translates customer/partner problems into industry solutions. Drives self and guides other team members to focus on customer/partner experience through efficient delivery and ensuring a seamless and connected customer experience. Anticipates, identifies, escalates, and mitigates blockers using appropriate tools. Delivers solutions in line with company methodologies, ensuring proven practices and patterns are followed. Proactively identifies and anticipates new cross-solution opportunities for Consumption, Usage & Unified expansion at scale. Operates according to required operational excellence and proven practice standards throughout all sales stages/activities/tools of record. Leverages market insights and demand signals. Leads, mentors, and may assemble virtual teams using knowledge of Microsoft architectures and their context in the competitive landscape. Proactively identifies and anticipates gaps that enable solutions to scale across customers.



Responsibilities
Delivers solutions in line with company methodologies (e.g., product offerings such as value-based deliverables [VBDs], advice, training, technical validation), ensuring proven practices and patterns are followed to prepare complex customers for operational readiness and achievement of their business goals and targets. Leveraging knowledge of change management proven practices and/or involving the change management team, proactively helps the customer deploy for long-term organizational adoption to increase customer satisfaction and drive consumption/usage. Guides complex customers/partners towards a well-architected (e.g., secure, resilient, artificial intelligence [AI]-enabled), and cost- and performance-optimized solution to increase retention and expansion opportunities. Articulates the value of Unified and supports sellers, partnering with account teams to build consumption plans aligned with appropriate services. Provides feedback to Unified Delivery Team on VBDs to refine and further develop content.

Proactively identifies and anticipates new cross-solution opportunities for Consumption, Usage & Unified expansion (especially Enhanced Solutions) at scale based on business value to customer/partner and clear understanding of the Microsoft value proposition for supported platforms to empower cloud success, foster and strengthen security and resiliency, and drive AI innovation. Strategically consults with, actively listens to, and respectfully challenges customers/partners, building trust to then advocate for alternative architectures/solutions/approaches that shape and/or enhance customer requirements. Identifies, anticipates, and evaluates industry trends (e.g., customer industry verticals, information technology [IT] industry), gathers customer/partner insights (e.g., feedback around technical preferences, environments, business needs, competitive landscape), and maps both existing and novel architecture and digital transformation solutions to customer/partner business outcomes. Proactively anticipates and captures opportunities in appropriate systems, processes, and tools, working collaboratively across the organization to execute on opportunities aligned with Microsoft's Customer Engagement Model.

You will serve as the technical sales leader in customer engagements: defining win strategies, shaping architectures, orchestrating proof of concepts (POCs) and workshops, and positioning Azure as the platform of choice. By combining technical credibility, business insight, and market awareness, you will enable startups and ISVs to scale securely, rapidly, and innovatively on Microsoft Azure.



Responsibilities
Customer Engagement- Lead technical sales strategy with digital native customers, aligning Azure capabilities to their innovation roadmaps and growth priorities.
- Build trusted relationships with CTOs, engineering leaders, and decision-makers, positioning Microsoft as a strategic partner.
- Translate business challenges into technical solution architectures, showing how Azure can accelerate product delivery, optimize costs, and enable AI-driven innovation.
- Co-create customer success plans and ensure technical adoption milestones are achieved.
- Guide customers through migration, modernization, data & AI, and security adoption journeys.Sales & Pipeline Management- Define and drive technical win strategies for complex opportunities, orchestrating technical resources (Customer Engineers, Architects, ISD, and Partners).
- Ensure architecture design sessions, POCs, and technical workshops are delivered with customers not directly by you, but through orchestration of the right resources achieving the required technical outcomes.
- Maintain strong pipeline discipline and forecast accuracy, tracking both technical progress and business metrics (consumption, usage, renewals).
- Identify and prioritize whitespace opportunities using AI-driven insights, customer usage data, and market trends.Sales Strategy & Market Development (SSP Focused)- Act as the technical thought leader for Azure in the digital native and startup ecosystem.
- Differentiate Azure from AWS/GCP in technical discussions demonstrating superior security, performance, cost optimization, and AI integration.
- Provide technical depth in cloud-native architectures (containers, Kubernetes, serverless), data & AI platforms, and application modernization.
- Stay ahead of emerging technologies and startup ecosystem trends (open-source adoption, VC-backed growth models, AI innovation) to proactively guide customers.
- Represent Microsoft at startup community events, accelerators, and ISV forums, reinforcing Azures position as the preferred technical platform.
- Act as a trusted advisor, bringing business-contextualized technical insights to help customers balance speed, innovation, and governance.

Works with account and marketing teams to shape strategic win and customer success plans and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape. Where applicable, builds consumption plans with Partner and Industry Solutions Delivery teams after customer sign-off.
Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.
Provides strategic, technical, and partner input based on Microsoft capability at the account level to contribute to strategy development, leveraging partner, competitor, or open-source knowledge.
responsibility description

Education
Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area.
Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities.
Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture.
responsibility description

Leverage Partner Ecosystem
Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., Global Partner Solutions).
Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project.
responsibility description

Scale Customer Engagements
Engages with and reaches out to customers proactively and independently.
Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.
Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers.
Leverages foundational knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU]) and proactively engages product teams (e.g., engineering) to remediate blockers by conveying impact.
responsibility description

Solution Design and Proof
Presents and applies architecture patterns to partners or customers and drives cross-workload support for Microsoft Solutions.
Applies sales methodologies (e.g., challenger sales) and coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer business needs.
Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions) of products, services, and integration through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.