Solution Area Specialists – Business Applications

By | September 23, 2022

Job Responsibilities : Solution Area Specialists – Business Applications

Salary : $63370 per year

Company : Microsoft

Location : Remote US

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset a theme of inspiring excellence and encouraging teams and leaders to bring their best each day. In doing so we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Solution Specialist role is focused on working with Microsoft’s account teams to identify and drive opportunities in targeted workloads. As the Dynamics Specialist you will be responsible for working with Customer Business Decision Makers to understand their unique business needs with a focus on to Microsoft 365 suites Surface and E5 by helping customers consolidate vendors and save costs; Drive Acquisition & Grow Usage by transitioning on-premises customers to Microsoft 365 enabling to work remote securely grow usage of Teams & Identity to establish customer health across Microsoft 365 and drive Seats & Devices and expand our M365 and Device footprint with existing customers.
You will be on point to orchestrate an extensive v-team covering multiple areas including Remote Work Security & Compliance Teamwork Insights Surface and Phone System to architect a solution that will empower their employees and drive their business and work in a team enabling the customers through digital transformation by leveraging the Dynamics of Microsoft 365 and Surface.

The US Small Medium and Corporate team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. You will help our managed customers across industries company sizes and territories to identify their needs and opportunities using the latest in digital selling technology. One of the fastest growing customer segments in the industry you will help customers get to the Microsoft Cloud across solution areas like Modern Work Business Applications Applications and Infrastructure Data and AI and Security.

Responsibilities

Sales Execution

  • Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer’s industry and turns opportunities into deals. 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.
  • 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.
  • 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.
  • 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 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.
  • 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.


Technical Expertise

  • Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
  • 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).
  • 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.


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. 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.

Qualifications

Required/Minimum Qualifications
  • 5+ years of technology-related sales or account management experience
    • OR Bachelor’s Degree in Computer Science Information Technology Business Administration or related field AND 4+ years of technology-related sales or account management experience.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin physical or mental disability political affiliation protected veteran status race religion sex (including pregnancy) sexual orientation or any other characteristic protected by applicable laws regulations and ordinances. We also consider qualified applicants regardless of criminal histories consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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