Digital Solution Area Specialist

• Segment and Success Metrics: part of Microsoft’s Small, Medium, Enterprise & Corporate (SME&C) segment, working primarily with digital natives, enterprises, and small businesses
• success measured by net-new revenue contribution
• workload adoption and expansion across the assigned portfolio
• Territory and Opportunity Management: aligned to a defined set of accounts
• responsible for identifying net-new project opportunities, accelerating existing engagements, and driving solution-based outcomes
• Sales Execution: Engages in conversations with customers to introduce how other Azure workloads could enable digital transformation
• has a deep understanding of customers' business and its priorities to drive conversations on digital transformation
• 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 or internal sources
• Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities
• Interfaces with customers and builds relationships via social selling
• Applies Microsoft's sales process (MSP) to determine the quality of the opportunity
• 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
• 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 to identify and engage senior business subject matter decision makers
• Implements strategies to accelerate the closing of deals
• Contributes input on strategies to drive and close prioritized opportunities
• Coaches less experienced team members in deal plan execution
• Implements close plans to de-risk and drive predictable deal closure
• Scaling and Collaboration: 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 stakeholders 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 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

• 3+ years of Strong experience in Technical Sales
• Technology-related sales or account management experience
• OR Bachelor's/Master's Degree in Information Technology, Business Administration, or related field AND technology-related sales or account management experience

Solution sales or consulting services sales experience