Digital Solution Area Specialist - Modern Work, Enterprise

Overview

In Digital Enterprise Sales (DES), 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 Digital Enterprise 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 or 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 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 Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

The Digital Enterprise Sales team drives growth for Microsoft by helping customers realize the value of the Microsoft Cloud. Powered by a world-class connected sales and marketing platform, this team leverages marketing insights to reach customers when and where they want to engage digitally to help solve their business problems.

In the Modern Work Specialists team, 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.

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

• Customer First Mindset - Engage with and enable our customers and key decision-makers, delivering a connected customer engagement experience and driving customer satisfaction, through digital sales excellence, empowered by world-class data, marketing systems and platforms.
• 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 and maintains strong close plans.
• Scaling and Collaboration
• Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer.
• Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies.
• Prioritizing time with customers and partners, leveraging tools and processes to run and grow the business and build a stronger team.
• Technical Expertise
• Lead technical demonstrations of Modern Workplace solutions to explain and prove the capabilities of Microsoft solutions relative to the customers business and technical objectives.
• Leverages and shares competitor knowledge across solution areas as a subject matter expert to make informed decisions on pursuit
• Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s).
• Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies.
• 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
• Build relationships with leadership and field stakeholders to enable team success across internal and external stakeholders. 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 and maximize scale through partners; work with technical specialist/CSA to secure commitment.
• Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners, creating demand leading with industry use cases.
  

Qualifications

• Experience of technology-related sales or account management experience
• Bachelor's Degree in Information Technology, or technology-related sales or account management experience
• OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND technology-related sales or account management experience
• Experience of solution sales or consulting services sales experience.
• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.
• Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
• High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
• Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
• Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
• Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.
• Technical Skills: MS-900 M365 Fundamentals Certified or SC-900 Security & Compliance Fundaments Certified or prepared to attain MS-900 certification within 3 months. Experience in M365 platform and Modern Work (remote work security, compliance, teamwork, insights, meeting and calling) preferred.
• Competes to win new market share.