Digital Solution Area Specialists

Overview

In  Small, Medium, and Corporate (SMC)  and Digital Sales, we have set out with the purpose to empower 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 Small, Medium, and Corporate (SMC) and Digital Sales organization is committed to delivering the global digital scale engine for our 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 Small, Medium, and Corporate(SMC) and Digital Sales

Culture priorities:  Diverse and Inclusive, Wellbeing, Sustainability, Giving 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 Small, Medium, and Corporate (SMC) and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

The Digital Sales Enterprise team drives growth for Microsoft by helping customers realize the value of the Microsoft Cloud. Powered by a world-class connected sales and marketing platform, this team leverages marketing insights to reach customers when and where they want to engage digitally to help solve their business problems. We’re powered by the latest innovations in Microsoft Azure to engage with customers, collaborate across our global teams, and acquire and retain new business for Microsoft.

As a  Digital Solution Area Specialists - Apps and Infrastructure  within Digital Sales Enterprise, you will work with our most important customers within our enterprise organization. You will drive the day-to-day execution of Microsoft's strategic business priorities – selling best-in-class cloud services and platforms to our managed customers and building digital transformation momentum for our customers, partners, and Microsoft.

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

6+ years of technology-related sales or account management experienceOR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications

8+ years of technology-related sales or account management experienceOR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experienceOR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience 3+ years of solution sales or consulting services sales experience. Understanding in one of the following: Cloud Service, Systems Operations / Management - Virtualization; IP Networking; Storage; IT Security. IT Infrastructure knowledge  Software design or development - languages such as .NET, C++, Java, PHP, Perl, Python, Ruby on Rails or Pig/Hive; Migration virtual machines from private to public cloud environments. SQL including OSS, Azure SQL  Competitive Landscape - Knowledge of cloud development platforms. Partners - Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.  At Microsoft, you will be working in an integrated fashion with colleagues around the world. To facilitate this collaboration, proficiency in verbal and written communication in both English and Portuguese is required for this role. 

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 and turns opportunities into deals. Has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services. Creates guiding examples of 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]); for 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 technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and

services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.

· Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.

· Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches junior team members in deal plan execution. 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. Identifies and supports on-boarding new partners by researching and discussing customer scenarios. Provides feedback to OCP on partner gaps. Develops joint proposals and consumption plans with partners. Contributes to developing partner strategies to address gaps in partner capabilities.

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

Technical Expertise

· Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal.

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.

· Engages with internal and external stakeholders on business planning, 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. Cnducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.

Other

· Embody our culture and values

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

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