Digital Solution Area Specialist - Modern Work

In SMC and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is committed to delivering the global digital scale engine for our business-- this is where you come in. As part of local subsidiaries to work with Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diverse and Inclusive, Wellbeing, Sustainability, Giving and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

As the Solution Area Specialist - Modern Work, we are looking for passionate, experienced, and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end Modern Work thought leadership driving significant customer value and enabling transformational customer outcomes. As a Modern Work Specialist, you will build digital transformation modern work strategies with customers, collaborating across different groups inside the Customer environment to successfully enable customers to drive transition to Digital transformation in a hybrid work environment. You will lead consultative customer conversations and collaborate on the planning, orchestration and execution of end-to-end Modern Work with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills and deepening your modern worker end-to-end expertise. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise

As a member of SMC 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.

Sales Execution

• Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.
• Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.
• Identifies 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, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
• Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.
• Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.
• Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches less experienced team members in deal plan execution. Implements 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

• Collaborates with Global Partner Solutions (GPS) and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.
• Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer.

Technical Expertise

• 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.
• Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).*
• Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors.

Sales Excellence

• Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
• Reviews feedback report and 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 accounts in the assigned territory.
• Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
• Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.