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Enterprise Digital Sales, part of Microsoft's Enterprise Digital sales organization, empowers our customers through the unique value of the Microsoft Cloud by building a globally-led, digital-first scale organization aligned with partners. As part of our local subsidiaries or Digital Sales centers around the world, you will engage a dedicated set of enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work collaboratively across teams while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Customer Obsession. If you have a passion for driving digital-first solutions and delivering customer satisfaction, we invite you to learn more about Enterprise Digital Sales and the value we bring to our customers, partners, and one another, every day. The focus of the Digital Enterprise Support Specialist’s role is to drive and close Microsoft Enterprise Support opportunities to ensure customers are supported throughout all stages of the product lifecycle, improving their health and enabling customer outcomes and consumption. The Digital Enterprise Support Specialist leverages Microsoft’s unique expertise, including direct access to product teams, to help customers use their Microsoft investments as productively as possible.
Job Responsibility:
Engages in conversations with customers to introduce how Unified Support could enable digital transformation areas that is aligned with the customer's industry in collaboration with the Account Teams and Services
Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement
Collaborates with team members to discover new Unified Support opportunities
Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing)
Collaborates with account teams, and services to track and qualify new Unified Support 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 (MCEM) to determine the quality of the opportunity and whether to proceed
Identifies Unified Support opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with internal teams (e.g., Technical Sales Professionals, Global Black Belts
Identifies customer business needs and technical readiness
Collaborates with internal teams, and services to propose prioritized solutions that align with customers' needs
Leverages the value propositions to communicate business impact of proposed solutions
Listens to customers to understand business outcomes
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 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
Collaborates with internal 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 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 Customer Success 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
Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry
Requirements:
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
4+ years of solution sales or consulting services sales experience
Nice to have:
7+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience