Digital Solution Area Specialist - Unified

Overview

Enterprise Digital Sales, part of Microsoft's Digital sales organization, empowers our customers through the unique value of the Microsoft Cloud by building a globally-led, digital-first scale organization aligned with partners. As part of our local subsidiaries or Digital Sales centers around the world, you will engage a dedicated set of enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work collaboratively across teams while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Customer Obsession. If you have a passion for driving digital-first solutions and delivering customer satisfaction, we invite you to learn more about Enterprise Digital Sales and the value we bring to our customers, partners, and one another, every day.  

As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Digital Sales organization is an organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses.

The focus of the Digital Enterprise Support Specialist’s role is to drive and close Microsoft Enterprise Support opportunities to ensure customers are supported throughout all stages of the product lifecycle, improving their health and enabling customer outcomes and consumption. The Digital Enterprise Support Specialist leverages Microsoft’s unique expertise, including direct access to product teams, to help customers use their Microsoft investments as productively as possible. 

We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other’s ideas because we are better together. We stand in awe of what humans dare to achieve and are motivated every day to empower others to do more and achieve more through our technology and innovation. Together we make a difference. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Sales Execution

• Engages in conversations with customers to introduce how Unified Support could enable digital transformation areas that is aligned with the customer's industry in collaboration with the Account Teams and Services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.
• Collaborates with team members to discover new Unified Support opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, and services to track and qualify new Unified Support 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 (MCEM) to determine the quality of the opportunity and whether to proceed.
• Identifies Unified Support opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with internal teams (e.g., Technical Sales Professionals, Global Black Belts.
• Identifies customer business needs and technical readiness. Collaborates with internal teams, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.
• Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's business.
• Implements strategies to help accelerate the closing of deals in collaboration with other team members. 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.

Sales Excellence

• Collaborates with internal 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 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 Customer Success 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.

Qualifications

Required/Minimum Qualifications

• 4+ years of technology-related sales or account management experience.
• OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience.

Preferred Qualifications:

• 7+ years of technology-related sales or account management experience.
• OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience
• 4+ years of solution sales or consulting services sales experience.

#MCAPSANZ

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.