Senior Digital Solution Area Specialists

The Digital Cloud Acquisition team drives growth for Microsoft and helps businesses achieve their digital transformation and business goals by helping customers with Microsoft solutions and partners.

Powered by a world-class connected sales and marketing platform, this team leverages marketing insights to reach customers when and where they want to engage digitally to help solve their business problems. Using the latest innovations in Microsoft Dynamics 365 to engage with customers, we collaborate across our global teams, and acquire and retain new business for Microsoft.

As a Digital Specialist within Digital Cloud Acquisition, focused on Azure, you will work with our most important customers within our Small, Medium, and Corporate team – one of the fastest growing customer segments in the industry. You will drive the day-to-day execution of Microsoft's strategic business priorities – selling best-in-class cloud services and platforms to our managed customers and building digital transformation momentum for our customers, partners, and Microsoft.

This role is Microsoft onsite only.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Required/Minimum Qualifications :

7+ years sales and negotiation experience; OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years sales and negotiation experience or related work or internship experience; OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) is required.

Additional or Preferred Qualifications :

5+ years experience selling cloud services to large/global customers

• Excellent Communicator. Strong written and verbal communication skills – including negotiation, organizational, presentation and financial acumen.
• Stakeholder Management. Build relationships, collaborate, and influence across internal and external organizations, functions, and stakeholder groups. Understand partner ecosystems and the ability to leverage partner solutions to solve customer needs.
• Competitive Landscape. Knowledge of enterprise software solutions and cloud platform competitor landscape and the ability to demonstrate the business value of Microsoft's solutions with an understanding of Microsoft's strategies and products relative to major Microsoft competitors.
• Purposeful Planner & Executor. Ability to maintain a high level of productivity, manage competing priorities and work effectively with high levels of autonomy and self-direction in a fast-paced, collaborative, and dynamic teaming environment
• Disciplined Operator. Maintains operational and sales excellence discipline, including planning, opportunity qualification and creation, stakeholder communication, services/partner engagement and sales excellence practices including pipeline, forecasting and opportunity management.
• Growth mindset. A desire to learn, grow, and drive change with the capacity to learn and retain knowledge about systems, processes, products, and services quickly and accurately. 

• Developing demand and pipe by building BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed.

Customer First Mindset – engages with and enables our customers and key decision-makers, delivering a connected customer engagement experience and driving customer satisfaction, through digital sales excellence, empowered by world-class data, marketing systems and platforms.

Demand Generation – effectively turns prospects and qualified digital leads into opportunities and revenue pipeline and engage with customers across industries, company sizes and types to determine their needs and identify opportunities to fulfill their needs with Microsoft's leading cloud technologies, with this role particularly focused on the specific solution area you are driving.

Sales Execution – engages in industry aligned customer conversations, collaborating with account and partner team to build pipeline and qualify new opportunities. Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, 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, and implements close plans.   

Collaboration – works in a fast-paced, collaborative, and dynamic teaming environment with field specialists, technical resources, and partner teams to effectively manage customer opportunities, deliver connected customer experiences, achieve customer outcomes with Microsoft's leading cloud technologies, and accelerate value across the customer lifecycle

Technical Expertise – leverages and shares competitor knowledge across solution areas as a subject matter expert (SME) to inform decisions on pursuit or withdrawal. Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a SME in one or more solution area(s). Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies.    

Delivers Results Through Teamwork – drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.  Shares best practices, learnings, and customer insights with key business partners to elevate team capabilities and drive change based on insights.