Enterprise Digital Specialist - Cloud & AI

At Microsoft, our Digital Enterprise Business empowers customers through the unique value of the Microsoft Cloud. We build a globally-led, digital-first scale organisation aligned with partners to drive digital transformation. Our team engages with enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling. We focus on modernising sales motions, leveraging AI, Copilot, and Security to deliver customer satisfaction and drive business growth. This is an exciting role to demonstrate your digital first customer engagment as an Enterprise Digital Specialist - Cloud & AI. The key of this role is to grow Cloud & AI Sales in the territory: Drive Azure Solution Plays: win customer projects to Migrate & Modernize their Estate, Unify Data Platform and Innovate with AI Apps and Agents; securely, leveraging digital tools and signals to uncover new contacts and new workloads Build and accelerate pipeline: lead Cloud & AI account/territory plans, leverage sales programs and tools (IAP, LXP, Checklists, etc.) to exceed ACR forecast Orchestrate the Cloud & AI sales motions across Account Executives, Solution Engineers, Customer Success Unit & partners Drive Microsoft Azure Consumption Commitment (MACC) and Unified Support penetration in majors growth accounts As a key player in driving digital transformation, you will leverage your fundamental understanding of customers' businesses to initiate impactful conversations in a single solution area, collaborating closely with partners and services. You will work with account teams, partners, and services to track, qualify, and expand new opportunities, while identifying, developing, and proposing solutions that align with customer needs.   Your role involves developing an understanding of external stakeholders' mapping and implementing strategies to accelerate deal closures in collaboration with team members. You will collaborate with Global Partner Solutions (GPS) and a network of partners to cross-sell, up-sell, and co-sell products, solutions, and services, applying the orchestration model to support deal closure.   Additionally, you will research competitor products, solutions, and services, and work with "compete" global black belts (GBBs) to implement strategies that position Microsoft favorably in customer communications. You will manage and orchestrate sales and delivery success through the account and pursuit teams, participate in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory, and collaborate with the extended sales team, partners, and marketing to conduct business analysis and pursue high-potential customers.   Ultimately, you will manage the end-to-end business of the assigned territory, driving success and growth.

Sales Excellence 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. 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. Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory. 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. Sales Execution Identifies customer business needs and technical readiness; collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs; leverages the value propositions to communicate business impact of proposed solutions. Implements strategies to