Solution Area Sales Specialists - Modern Work

What joining the Microsoft Team means

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.

We recently released our new : AI is being woven into the workplace at an unexpected scale. 75% of knowledge workers already use AI at work today. Employees want AI, leaders are looking for a path forward. Microsoft is at the forefront of this transformation, launching an entirely new business category: Microsoft Copilot. Microsoft Copilot will transform productivity for everyone—from sales and customer service representatives to IT pros and devs.

To support our customers on that journey, the Modern Work Solution Sales Team is looking for someone who is passionate about how generative AI will define a whole new way of working. The Modern Work Solution Specialist is an accomplished and experienced solution seller with a proven record of accomplishment of Solution sales for a SaaS-based company, GenAI or similar technology. You should have a solid knowledge of cloud technology and a strong ability to advise our customers on how to use generative AI to transform business processes, organizations and products.

You will lead a virtual team of technical, licensing expert, engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.

Key Accountabilities:

• Sales Execution: You will orchestrate a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close Modern Work opportunities.
• Consultative Solution Sales: You will drive solutions sales best practices including but not limited to; discovery, building and crafting solution strategies that differentiate from the competition, challenging our customers with creative and innovative solutions.  
• Business Value Selling: You will foster and expand Microsoft’s relationships with Customer Business Decision. Collaborate alongside other sellers roles to identify and qualify new Modern Work opportunities, engaging with key business contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes, and landing the value proposition of Microsoft Viva.
• Scaling and Collaboration: You will lead the planning, orchestration, and execution of Modern Work opportunities with internal stakeholders and partners to cross-sell and up-sell.
• Technical Expertise: You will lead Modern Work BDM (Business Decision Maker) and ITDM (Information Technology Decision Maker) conversations, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.
• Sales Excellence: You will lead the planning for accounts across territories, complete plans, and business analysis to pursue high-potential customers and manage Modern Work solutions across the organization.
• Deliver Results and Model Microsoft Values: You will deliver results through teamwork, acts as role model for MS values including treating others with fairness and respect.

Key Capabilities:

• Executive presence: strong in leading conversations at CxO level, proven track record in getting executive commitment and orchestrating such stakeholder as sponsors along the sales cycle
• Sales Execution: Skilled in leading BDM outside of traditional ITDM conversations with high-potential customers, building pipeline and developing and presenting solutions that meet customer requirements & strategy, and leading deal execution through closure.
• Business Value Selling: Skilled in building economic justification of Modern Work solutions, assessing business opportunities and needs, and validating business value analysis with customers to drive intention to buy.
• Scaling and Collaboration: Skilled in identifying, leveraging, and coordinating a holistic, collaborative, and participative approach with internal stakeholders, including Global Partner Solutions, Telco Operators and Partners across solutions areas to scale business results.
• Technical Expertise: Skilled in understanding Modern Work solutions and products, developing strategies to share best practices across subsidiaries, collaborating with Global Black Belts (GBBs) and other stakeholders on compete scenarios and providing insights on future product trends and sales blockers.
• Sales Excellence: Skilled in collaborating with internal and external stakeholders on business planning, leading forecast, account, and territory plan discussions to drive intentional selling in high propensity accounts.
• Deliver Results and Model Microsoft Values: Skilled in identifying Customers' operational needs and building account plans accordingly. Partnering and collaborating with internal/external stakeholders on related deliverables and work streams; Models compliance to Microsoft values and shows empathy and compassion.