Solution Area Specialists (Public Sector: Central/Local Government, Education and Health Care)

As an Azure Infrastructure Specialist covering our key accounts mainly in the Public Sector (Central/Local Government, Education and Health Care), you will be a solution sales leader within our business. You will lead a virtual team of technical, partner, and consulting resources to advance the sales process and achieve/exceed quarterly Azure revenue and usage/consumption targets in your assigned accounts.

You will be a trusted advisor and an Azure subject matter expert with core capabilities and expertise in server migration and modernization, AVS, security, AI, and cloud economics.

You will work with customers to help them achieve their business priorities and guide their journey through infrastructure modernization. You will help customers evaluate their applications and business requirements, recommend solutions that meet their needs, and demonstrate these solutions to win the technical decision. You will support customers in removing roadblocks to deployment and drive customer satisfaction. Additionally, you will help our customers take advantage of our unique platform and leading infrastructure solutions to realize the value of digital transformation.

• Proven 7-10+ years of experience in solution selling in infrastructure, HCI, DC migration, VDI, and security. Experience with Public Sector customers is preferable.
• Engage in conversations with customers to introduce how our workloads can enable digital transformation aligned with the customer’s industry. Initiate conversations on digital transformation in a solution area, in collaboration with partners and services. Share learning on digital transformation through seminars, workshops, webinars, and direct engagement.
• Collaborate with team members to discover new opportunities. Drive incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborate with account teams, architects, partners, or services to track and qualify new opportunities. Collaborate with other teams (e.g., account teams) and services to build a pipeline. Interface with customers and build relationships via social selling. Apply Microsoft’s sales process (MSP) to determine the quality of the opportunity and whether to proceed.
• Identify 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, ensure a rapid and robust deployment plan at the point of sale that is validated by services and partners.
• Identify customer business needs and technical readiness. Collaborate with internal teams, partners, and services

---

Sales Execution: Manage your territory as a business, investing in your skills to remain at the top of your infrastructure game. You will be recognized for sharing knowledge, learning, and driving work that results in business impact for customers, partners, and Microsoft. We encourage thought leadership and continuous enhancement of technical, business value, sales, professional skills, and competitive readiness. You will be required to attain and maintain necessary certifications.

Scaling and Collaboration: Collaborate with a network of partners and internal stakeholders to cross-sell and up-sell. You should be skilled in researching and discussing customer scenarios with partners, developing joint proposals, and contributing to partner strategies to address gaps in capabilities.

Technical Expertise: As the key technical leader with outstanding Cloud Economics knowledge, you will be a trusted advisor and influencer in shaping customer decisions to commit, architect, and adopt Microsoft Infrastructure and security solutions. You will win customer decisions for sales opportunities and consumption scenarios by tailoring your message, bringing ideas to customers, engaging with them to show our technology differentiation, and guiding them in decision-making. You will lead presentations, demonstrations, and brief architecture design sessions to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft Azure Infra and Security Services, and how we can make their businesses more successful.

Sales Excellence: Spend time with customers identifying and surfacing new engagements that align with their business strategy. You will work with partners and others at Microsoft, using our core tools and targeted account lists to identify and engage prioritized customers. You will need to be disciplined in business management, adaptable to a culture of accountability, and build a strong and active business network.

Deliver Results Through Teamwork: Identify customer and operational needs in partnership with other teams. You should be skilled in setting priorities, removing barriers and obstacles, and allocating resources.