Digital Solution Area Specialist

Overview

In the Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SMC and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

We need a top-performing sales specialist who can pursue new business opportunities, generate leads, and close deals with unmatched professionalism and efficiency. We are searching for someone with a proven track record of exceeding sales targets, exceptional communication and negotiation skills, and an unyielding drive to expand our customer base and revenue. 

A Solution Area Specialist - Support Sales focuses on generating and qualifying leads, drives, and closes Microsoft Enterprise Unified Support opportunities, and remains engaged with our customers to ensure they are supported throughout all stages of their product lifecycles. As a Solution Area Specialist, you will develop deep business acumen across Microsoft’s portfolio of products and services and hone your solution sales and networking capabilities by leading consultative customer conversations and collaborating on the planning, orchestration, and execution of end-to-end cross-sell and up-sell opportunities with internal and external stakeholders. Note that this role will be servicing customers primarily in the Pacific Time Zone. 

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.

Qualifications

Required/Minimum Qualifications

· 4+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications

· 6+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience

· 3+ years of solution sales or consulting services sales experience.

Responsibilities

Sales Execution

· Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.

· Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams). Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.

· Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); or licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.

· Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align

with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions.

· Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.

· Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements 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.

Scaling and Collaboration

· Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposals and consumption plans with partners. Implements partner strategies to scale the business.

· Applies the orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging relationships with partners.

Technical Expertise

· Researches competitor products, solutions, and/or services and collaborates with the "compete" global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication.

Sales Excellence

· Collaborates 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.

· Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.

· Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.

· Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.

· Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.

Other

Embody our and Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

---