Digital Solution Area Specialists

Acts as a thought leader across solution areas to advise customers on digital transformation to account for customers' business needs and priorities. Leads conversations with customers along with account teams or partners. Drives consumption and growth with existing strategic customers by initiating conversations. Assesses and proposes solutions to the needs of customers. Acts upon and guides others in expanding relationships with customers/partners. Develops strategies for driving and closing strategic and/or prioritized opportunities. Leads the planning and execution on opportunities with resources and partners to cross-sell, up-sell, and co-sell. Leads the orchestration model to proactively drive deal closure by aligning internal stakeholders and leveraging relationships with partners. Shares competitor knowledge across solution areas as a subject matter expert to inform decisions. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation. Reviews and coaches others based on feedback report and sets long-term strategies to maintain client satisfaction. Engages with stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for strategic accounts. Acts as a thought leader and validates input from business analysis. Manages the end-to-end business for strategic accounts across the organization. Proactively seeks training and shares it with team members.

Sales Excellence Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources; leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation. Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction; 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 strategic accounts across territories. Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business; acts as a thought leader and validates opinions and perspectives from business analysis. Manages the end-to-end business for strategic accounts across the organization; leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts; mentors less experienced team members. Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry; proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members. Sales Execution Proactively builds external stakeholder network and leverages internal partners to engage external stakeholders; acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/ partner's business; guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/ partners. Explores and assesses the needs of strategic/high-potential customers; articulates business value and long-term implications for customer business; collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities; analyzes market trends to identify opportunities for new solutions. Develops strategies for driving and closing strategic and/or prioritized opportunities;