Solution Specialists-Digital Native Job at Microsoft Corporation (Beijing)

Job Description

Engages in conversations with customers aligned to the DN industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Contributes input on strategies to drive and close prioritized opportunities. Leads conversations and sets up events within Microsoft. Collaborates with the v-team to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Reviews feedback report and coaches others on ensuring customer satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. 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.

Job Responsibility

Engages in conversations with customers aligned to the DN industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals
Contributes to the development of solutions in collaboration with internal teams, partners, and services
Contributes input on strategies to drive and close prioritized opportunities
Leads conversations and sets up events within Microsoft
Collaborates with the v-team to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication
Reviews feedback report and coaches others on ensuring customer satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience
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
Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit)
Navigates the MSFT organization to bring the best impact to the customer
Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell
Identifies new partners by researching and discussing with partners on customer scenarios
Develops joint proposal with partners
Contributes to developing partner strategies to address gaps in partner capabilities
Identifies customer business needs and technology readiness
Proposes prioritized solutions that align with customers' needs
Articulates the business value of proposed solutions
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)
Collaborates with account teams, partners, or services to track and qualify 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
Implements strategies to accelerate the closing of deals
Coaches less experienced 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
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
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
For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners
Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services
Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement
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 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
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 and/or orchestrates sales and delivery success through the account team and pursuit team
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry
Initiates conversations with prospective customers/partners at events to expand external network
Acts as a subject matter expert in one or more solution area(s)
Mentors others and develops strategies for best practice sharing across subsidiaries
Contributes ideas that can be instituted across Microsoft
Collaborates with the 'compete' global black belts (GBB) 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
Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience OR 5+ years technology-related sales or account management experience
4+ years solution or services sales experience
Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 6+ years technology-related sales or account management experience OR 7+ years technology-related sales or account management experience

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Solution Specialists-Digital Native

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