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Digital Solution Area Specialists IC4

Microsoft · Posted Oct 19

Software, cloud computing, artificial intelligence, and hardware services

India, Haryana, GurgaonFull-timeOnsiteSenior Level6–10 years₹35.0L–₹60.0L yearly89 applicants
SoftwareCloud ComputingArtificial IntelligenceConsumer ElectronicsInformation TechnologyPublic Company
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About the role

The role is an Azure Sales Specialist within Microsoft's Digital Solution Area, driving customer conversations on digital transformation across multiple solution areas in collaboration with partners and services. It owns end-to-end business for an assigned territory, including forecasting, territory planning, pipeline building, and co-selling with One Commercial Partner (OCP) and partner networks. The specialist also positions Microsoft solutions against competitors and orchestrates account and pursuit teams to close prioritized opportunities.

What you will do

  • 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.
  • 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.
  • Engages with internal and external stakeholders on business planning, 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.
  • Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals; has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services; creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement.
  • Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
  • Implements strategies to accelerate the closing of deals; contributes input on strategies to drive and close prioritized opportunities; coaches less experienced team members in deal plan execution; 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.
  • Collaborates with team members to discover new opportunities; drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams); collaborates with account teams, partners, or services to track, qualify, and expand new 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 (MSP) to determine the quality of the opportunity and whether to proceed.
  • Identifies customer business needs and technology readiness; contributes to the development of solutions in collaboration with internal teams, partners, and services; proposes prioritized solutions that align with customers' needs; articulates the business value of proposed solutions.
  • Proactively builds external stakeholders' mapping; 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.
  • Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.
  • Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell; identifies and supports on-boarding new partners by researching and discussing customer scenarios; provides feedback to OCP on partner gaps; develops joint proposals and consumption plans with partners; contributes to developing partner strategies to address gaps in partner capabilities.
  • Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication; proactively provides analysis of the competitive landscape in supported solution area; evaluates opportunities and makes recommendations on pursuit or withdrawal.

Skills used in this role

AzureSalesCommunicationPresentationsTechnical CommunicationWritten CommunicationConflict ResolutionBusiness AcumenMarket KnowledgeExecutive RelationshipsPartner ManagementForecastingCompetitive Analysis

What the employer is looking for

  • Communicating with Impact: Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring that mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements
  • Conflict Resolution: The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
  • English Language Proficiency: The ability to speak and understand English when giving instructions and directions, and when talking with colleagues, managers, and others for work matters.
  • Oral Communication: The ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions.
  • Presentations: The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audience's attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
  • Technical Communication: The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
  • Written Communication: The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
  • Cultivating Strategic Partnerships: Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor. Managing relationships and projecting executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.
  • Business Relationship Management: The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors. This includes expressing empathy and compassion when dealing with the needs and problems of others, being approachable, taking time to address the concerns of coworkers, and treating others with respect and dignity.
  • Executive Relationships: The ability to interact confidently with senior leaders of the organization in order to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to confidently address difficult questions, handle push back from a high-level audience, and maintain an executive demeanor while engaging in difficult or sometimes high-pressure situations.
  • Sell-With Partners: The ability to successfully navigate and activate partner resources and relationships. This includes driving co-selling strategies and partner attach.
  • Trusted Advisor: The ability to build trusted advisor status and deep relationships across stakeholders (e.g., technical decision makers, business decision makers) through an understanding of customer needs and technologies.
  • Maximizing Business Opportunities: Maximizing business objectives by leveraging a deep understanding of businesses and their needs, and opportunities across market, industry, and competition. Managing and prioritizing business development opportunities through market and industry analysis, recognizing customer needs, qualifying opportunities, and identifying how solutions, in collaboration with partners, can enable business capabilities that drive growth and innovation.
  • Business Acumen: The ability to understand the parts of the business and their interrelationships. This includes skill in understanding the industry, competition, and expected future developments and challenges, the business's competitive strengths and weaknesses, opportunities to grow the business and reduce operating costs; and awareness of the environment for opportunities.
  • Business Knowledge: The ability to appreciate the technical nature of the business, as well as how a particular function relates to that industry and the competition.
  • Market Knowledge: Knowledge of the market context in which the business operates; this includes the understanding of market trends and how they will impact customers and the business.

Benefits and support

  • Compensation and benefits are detailed in the job posting

About Microsoft

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Microsoft

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Microsoft Corporation is a multinational technology company that develops, licenses, and supports a wide range of software products, services, and hardware devices. Best known for its Windows operating systems, Microsoft 365 productivity suite, and Xbox gaming consoles, the company has expanded heavily into enterprise cloud computing via Azure and advanced artificial intelligence solutions. As one of the world's most valuable public enterprises, it empowers individuals and businesses globally through innovative digital transformation.

Industry
Software
Company size
228,000+ employees
Founded
April 4, 1975
Location
Redmond, Washington, USA
Funding stage
Public Company

Leadership

SN
Satya Nadella

Chairman and Chief Executive Officer

AH
Amy Hood

Chief Financial Officer

BS
Brad Smith

Vice Chair and President

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