Senior Solution Area Specialist

Responsibilities

• Engages in conversations with customers to introduce how our workloads could enable digital transformation aligned with the customer's industry. Initiates discussions on digital transformation in collaboration with partners and services. Shares knowledge through seminars, workshops, webinars, and direct engagement.
• Collaborates with team members to discover new opportunities and drives incremental revenue growth through personal campaigns or internal sources. Works with account teams, architects, partners, and services to track and qualify opportunities, building a pipeline and engaging with customers via social selling.
• Applies Microsoft Customer Engagement Methodology (MCEM) to assess opportunity quality and decide on proceeding.
• Identifies opportunities to increase consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams. Ensures rapid deployment plans for licensing transactions and projects, validated by services and partners.
• Understands customer business needs and technical readiness, collaborating with internal teams, partners, and services to propose solutions that align with customer needs and communicate business impact.
• Maps external stakeholders, identifying decision-makers and influencers. Participates with account teams in communication with business or subject matter decision-makers.
• Implements strategies to accelerate deal closing, including close plans to map timelines, engage customers, and secure buy-in and commitment.
• Manages territory and accounts effectively through planning, opportunity qualification, analysis, value engineering, engagement, pipeline management, and negotiation.
• Solves customer problems through cloud technologies and demonstrates cloud economic value using tools like Azure Pricing Calculator, Azure ROI Tool, and Azure TCO Tool.
• Coordinates and influences virtual teams to pursue sales opportunities and leads virtual teams through influence.

Qualifications

• Experience in technology-related sales or solution sales within a software company.
• Track record of meeting and exceeding revenue targets.
• Experience working with ISV customers.
• Bachelor's Degree in Computer Science, Information Technology, Business Administration, or a related field.
• Proven experience in solution or services sales.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration without regard to age, ancestry, color, family or medical leave, gender identity or expression, genetic information, marital status, medical condition, national origin, disability, political affiliation, veteran status, race, religion, sex, sexual orientation, or other protected characteristics. For assistance or accommodations due to a disability, please send a request via the Accommodation request form. Benefits may vary depending on employment nature and location.