Digital Solution Area Specialist

Overview

Come and use your sales & technology experience to create impact in the nonprofit sector in ANZ. Microsoft's Tech for Social Impact Team ANZ is a close-knit team with the very fulfilling and inspiring mission of bringing the power of technology to every nonprofit and humanitarian organization in Australia and New Zealand to accelerate social impact. 

We work with 130+ managed customers in sectors ranging from aged care, disability care, family and community services to crisis counselling services. We help with their technology needs and deliver business transformation using technology and focused on creating societal impact. We have seen early adoption of AI by our nonprofit customers to enable employee productivity, deliver better engagements with their clients and deliver higher impact societal outcomes. 

We are hiring two solution sales positions: for Business Applications and for Azure Infrastructure. You will work within a Sydney-based team of account executives, solution area specialists, technical specialists, partner specialists and customer success account managers (Sydney is the preferred hiring location but we may have flexibility to consider other locations in Australia).

As a Solution Area Specialist for Azure Infrastructure, you are a business leader with technical expertise working with our most important managed customers. You will lead a virtual team of sales, technical, and services resources to help customers realize digital transformation through cloud computing achieve/exceed quarterly revenue/consumption targets for related workloads in your assigned accounts. You will develop and maintain an Azure Infrastructure expertise, able to identify projects, build a compelling business case, and drive the consumption project to production. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to application and data migration and modernization, and recommend solutions that meet their requirements. 

As a Solution Area Specialist for Business Applications, you will be a business process transformation leader within the Microsoft specialist sales organization. You will engage C-Suite executives and Business Decision Makers from our top customers and help them achieve their business goals by bringing industry-relevant and business value insights and envisioning solutions that successfully enable their end-to-end business transformation. You will lead the entire solution sales process and bring experts, partners, and other resources to ensure a successful customer outcome. You will learn how Microsoft is changing the way companies do business and how to accelerate innovation and empower the success of our customers.  

Qualifications

Required/Minimum Qualifications

• 6+ years of technology-related sales or account management experience.
  • OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.
• Strong sales track record, quota attainment and in building deep relationships with senior executives.
• Collaborative & Excellent Communicator: demonstrates executive presence, presentation skills, written and verbal communication skills.

Additional or Preferred Qualifications

• Understanding of and exposure with Public Sector or Non Profit organizations.
• Received structured training in sales metholodgy (e.g Holden, Challenger).
• Certifications in the relevant solution areas or equivalent.

Responsibilities

• Sales Execution:
  • Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline.
  • 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.​
• Technical Expertise:
  • Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.
• 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.​
• Account Planning and CXO/BDM Engagement with Industry Expertise.
• Best-in-class Business Value Selling.
• Next Generation Sales Execution Excellence:
  • Usage of digital-first seller tools to identify and grow qualified pipeline and opportunities.
  • Orchestrate the sales process and customer journey leveraging the Microsoft Customer Engagement Methodology to increase win rates and customer satisfaction.
  • Leverage the Microsoft partner ecosystem to scale and complement solution selling.
• [Azure Role only]: Developing new Azure migration and modernization consumption engagements which align to the customer’s technical and business strategy.
• [Azure Role only]: Be the key technical leader, with an outstand Cloud Economics knowledge, trusted advisor and influencer in shaping customer decisions to commit, architect and adopt Azure Infrastructure solutions. 
• Manage your solution area and your territory as a business and investing in your own skills to remain top of your game.