Digital Solution Area Specialist- Cloud & AI, SMB

• Drive Azure adoption and consumption
• Lead technical engagements
• Design scalable cloud solutions
• Guide customers through their digital transformation journey using Microsoft Azure
• Identify net-new project opportunities
• Accelerate existing engagements
• Drive solution-based outcomes
• Engage in conversations with customers to introduce how other Azure workloads could enable digital transformation
• Create guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement
• Collaborate with team members to discover new opportunities
• Drive incremental revenue growth through personal campaigns
• Collaborate with account teams, partners, or services to build pipeline
• Interface with customers and build relationships via social selling
• Identify opportunities to drive consumption and grow business with existing customers
• Identify, articulate, and facilitate the removal of blockers to consumption
• Propose prioritized solutions that align with customers' needs
• Articulate the business value of proposed solutions
• Proactively build external stakeholders' mapping
• Implement strategies to accelerate the closing of deals
• Coach less experienced team members in deal plan execution
• Implement close plans to de-risk and drive predictable deal closure
• Apply orchestration model to proactively drive deal closure
• Analyze competitor products and implement strategies to position Microsoft against competitors
• Evaluate opportunities and make recommendations on pursuit or withdrawal
• Collaborate with stakeholders and leverage customer insights or industry knowledge
• Review feedback report and coach others on ensuring customer/partner satisfaction
• Manage and/or orchestrate sales and delivery success
• Engage with internal and external stakeholders on business planning
• Collaborate with extended sales team, partners, and marketing to conduct business analysis
• Manage the end-to-end business of the assigned territory
• Conduct forecasting for accounts and develop a portfolio and territory plan

• Fluency in English
• Strong experience in Technical Sales
• Proven, hands-on experience in technology-related sales or account management, with a consistent track record of delivering results OR Bachelor's/Master's Degree in Information Technology, Business Administration, or related field AND practical experience in technology-related sales or account management

Solution sales or consulting services sales experience