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Solution Area Specialists-Digital Native

Beijing, China (On-site)

Solution Area Specialists-Digital Native

1 Hour ago • 6-9 Years • Business Development

About the job

7 skills required for this role

Add these skills to join the top 1% applicants for this job

business-analysis

budget-management

innovation

forecasting-budgeting

business-planning

deal-closure

account-management

Job Description

The Solution Area Specialist - Digital Native at Microsoft is a senior sales role requiring 6+ years of technology-related sales or account management experience. Responsibilities include leading business analysis, developing sales strategies, managing strategic accounts, forecasting, mentoring junior team members, and collaborating with internal and external stakeholders. This position involves driving sales execution, leveraging industry insights to close deals, building relationships with key decision-makers, and ensuring customer satisfaction. The role necessitates expertise in Microsoft's sales process, partner management, and navigating competitive landscapes. Technical proficiency and the ability to influence and guide others are critical success factors. This role focuses on driving digital transformation for customers.

Must have:

6+ years technology sales/account management
Lead business analysis & sales strategy
Manage strategic accounts & forecasting
Mentor junior team members
Expertise in Microsoft sales process

Good to have:

MBA or related Master's degree
Solution/services sales experience
Experience with digital transformation
Strong partner management skills

Perks:

Industry leading healthcare
Educational resources
Discounts on products and services
Savings and investments
Maternity and paternity leave
Generous time away
Giving programs
Networking opportunities

Overview

Brings impactful industry insights into customer engagements and closes deals with customers. Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Develops strategies for driving and closing strategic and/or prioritized opportunities. Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Mentors others and develops strategies for best practice sharing across subsidiaries. Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high-propensity accounts. Mentors junior team members.

Qualifications

Required/minimum qualifications

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience OR 7+ years technology-related sales or account management experience.

Additional or preferred qualifications

6+ years solution or services sales experience. Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience OR 9+ years technology-related sales or account management experience.

Responsibilities

Sales Excellence

Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.

Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. 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 strategic accounts across territories.

Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.

Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.

Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors less experienced team members.

Sales Execution

Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.

Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration 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. Drives advanced workloads and usage.

Proactively builds and governs external stakeholder network and leverages internal partners to engage external stakeholders. Acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/partner's business. Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.

Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.

Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.

Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of 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

Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.

Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and connects the partner ecosystems to scale business results.

Technical Expertise

Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Collaborates with the 'compete' global black belts (GBB) to proactively provide analysis of the competitive landscape in supported solution area. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.

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.

Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.

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

Industry leading healthcare

Educational resources

Discounts on products and services

Savings and investments

Maternity and paternity leave

Generous time away

Giving programs

Opportunities to network and connect

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