THE WORK

Job Summary: We are seeking a highly motivated and experienced Technical Customer Success Management Specialist to join our team. The ideal candidate will be responsible for driving customer cloud adoption within the most important startups in the market. You will serve as the central point of contact for a strategic set of startups, helping to drive Azure adoption. This role requires a deep understanding of the Azure platform and the ability to build strong relationships catered to the unique needs of startups.

Key Responsibilities

• Customer Obsessed: Be the Voice of the Customer; Share customer insights, best practices, and connect with internal teams to remove key blockers.
• Build Customer Knowledge: Assess the Customers' knowledge of Azure platform and overall cloud readiness to support customers through a structured learning plan and ensure its delivery through partners.
• Virtual Leader: Orchestrate activities across Microsoft and Partner resources to maximize impact for the customer and establish Microsoft as a leader. Provide feedback to Microsoft on customer development needs, customer blockers, or mitigation strategies.
• Technology Strategist: Leverage best practices to guide customer strategy and future growth efforts accordingly. Recognize systemic issues to resolve.
• Executive Presence: Engage with and influence business and IT decision makers by providing feedback or insights to help customers define and realize their digital and business transformational targets. Strong ability to present clearly and effectively to executive audiences.
• Technical Acumen: Apply deep technical knowledge and customer insights to create a modernization roadmap. Architect solutions to meet business and IT needs, ensuring technical viability of new projects and successful deployments.
• Consumption: Conduct analyses of what startups are using versus needs. Drive greater customer consumption with startups based on analysis of both usage and needs. Leverage insights to provide guidance and recommendations to customers; drive, retain, and optimize customer consumption.
• Value Creator: Identify and articulate business value of role and solutions for the startup through demonstrations, storytelling, etc. to provide evidence of business value.
• Operationally Excellent: Follow processes, systems, and documentation as expected; identify issues or barriers to efficiency. Recommend improvements and partner to implement solutions.
• Portfolio Management: Manage a dedicated portfolio of startups while preventing churn. Define specific technology outcomes that align to startup strategy.
• Digital Transformation Leader and Operational Excellence: Lead, drive and manage engagements for repeatable achievement of revenue and consumption targets.
• Business Relationship Owner: Build a coalition of support (IT and business) with customers.

HERE’S WHAT YOU NEED

• Knowledge in the startup ecosystem, including fundraising trends, emerging technologies, and cloud adoption needs relevant to startups.
• Demonstrating the ability to act as an Azure platform advocate with customers, partners, startups, and external technical communities.
• Experience in managing a customer portfolio and driving business results such as Azure workload growth, usage forecasting, and identification of churn risks.
• Ability to engage, sell to, and manage startup customers using digital and remote channels including video, social platforms, chat, phone, and technical demonstrations.
• Demonstrating excellent communication and interpersonal skills, strong collaboration mindset and high integrity.
• Fluent English proficiency both spoken and written.

Technical skills:

• Knowledge in Azure and cloud architecture, including infrastructure, networking, security, identity, containers, and infrastructure‑as‑code solutions.
• Experience in technical pre‑sales, post‑sales, customer success, or consulting roles, with exposure to solution design, architecture, and deployment projects.
• Demonstrating the ability to build and maintain strong technical relationships with senior IT stakeholders in strategic or enterprise environments.
• Hands‑on experience with development environments and public cloud platforms, with Azure as the primary cloud and AWS considered an advantage.
• Possession of an Azure certification such as AZ‑305 or AZ‑104 with readiness to obtain AZ‑305, and practical knowledge of Microsoft Office tools and CRM systems.