Digital Solution Area Specialists IC4
Microsoft · Posted Nov 6
Software, cloud computing, artificial intelligence, and hardware services
India, Karnataka, BangaloreFull-timeHybridSenior Level5+ years₹35.0L–₹55.0L yearly61 applicants
SoftwareCloud ComputingArtificial IntelligenceConsumer ElectronicsInformation TechnologyPublic Company
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About the role
Microsoft's Cloud & AI Platforms (CAIP / Azure) specialist team helps businesses modernize their cloud estate, build intelligent applications, and use AI-driven insights to accelerate digital transformation. The role is a customer-facing sales specialist position focused on positioning Microsoft Azure services and driving Azure adoption and consumption. The specialist engages customers to understand their business and technical challenges, develops and closes solution opportunities, and orchestrates account teams, partners, and technical specialists to deliver customer outcomes.
What you will do
- Engage customers in strategic conversations to identify how technology and adjacent workloads can enable digital transformation aligned with their industry, business priorities, and desired outcomes.
- Develop a deep understanding of customers’ businesses, strategic priorities, technology landscape, and transformation objectives to drive meaningful conversations across multiple solution areas.
- Translate customer business needs into prioritized solution opportunities and clearly articulate the business value and expected outcomes of proposed solutions.
- Discover, qualify, develop, and expand opportunities in collaboration with account teams, technical specialists, partners, services, marketing, and other stakeholders.
- Drive incremental revenue and pipeline growth through proactive account and portfolio analysis, targeted campaigns, marketing signals, and collaboration with account teams.
- Identify opportunities to increase adoption and consumption within existing customers through executive conversations, demonstrations, proposals, commercial discussions, and coordinated execution with internal teams and partners.
- Assess customer business needs, technology readiness, and solution fit, and collaborate with technical teams, partners, and services to develop solutions aligned with customer priorities.
- Identify and proactively remove business, technical, commercial, and deployment blockers by orchestrating the appropriate internal and external stakeholders.
- Ensure that opportunities involving technology deployment or transformation have robust adoption and deployment plans, validated in collaboration with technical, services, and partner teams.
- Build strong customer relationships through direct engagement, social selling, workshops, seminars, webinars, and other customer-facing activities.
- Develop stakeholder maps and proactively establish relationships with senior business and technology decision-makers, influencers, and subject-matter experts.
- Apply a disciplined sales methodology to assess opportunity quality, determine pursuit strategy, and focus resources on opportunities with the highest potential for customer impact and business growth.
- Develop and execute strategies to accelerate opportunities through the sales cycle and drive predictable deal closure.
- Create and execute close plans that establish timelines, stakeholder engagement, customer commitments, decision criteria, and actions required to de-risk opportunities.
- Coach and support team members in opportunity strategy, deal planning, execution, and closure.
- Orchestrate cross-functional teams across sales, technical, services, marketing, and partner organizations to deliver integrated customer solutions and accelerate business outcomes.
- Build and leverage a strong ecosystem of partners to support cross-sell, upsell, co-sell, implementation, adoption, and consumption opportunities.
- Develop joint customer proposals, solution strategies, and adoption or consumption plans with partners.
- Identify gaps in partner capability or coverage and collaborate with relevant stakeholders to onboard or enable partners capable of addressing priority customer scenarios.
- Provide actionable feedback on partner capability gaps and contribute to strategies that strengthen the partner ecosystem.
- Proactively align internal stakeholders and partners around customer priorities, opportunity strategy, responsibilities, milestones, and outcomes.
- Apply effective orchestration practices to accelerate deal progression, remove blockers, and improve execution across complex, multi-stakeholder opportunities.
- Maintain a strong understanding of the relevant technology landscape, customer scenarios, market trends, and competitive environment.
- Analyze competing products, platforms, solutions, and services and develop strategies that clearly differentiate the organization’s value proposition.
- Collaborate with technical and competitive specialists to develop effective positioning for customer conversations.
- Proactively provide insights on the competitive landscape and its implications for customer strategy and sales opportunities.
- Evaluate opportunities based on customer need, competitive position, strategic value, and likelihood of success, and make recommendations on whether to pursue, reshape, or withdraw from an opportunity.
- Connect technology capabilities to tangible customer business outcomes rather than focusing solely on product features.
- Use customer insights, industry knowledge, market trends, and business analysis to identify emerging opportunities and areas for innovation.
- Conduct whitespace, portfolio, and territory analysis to identify high-potential customers, workloads, and business opportunities.
- Develop targeted account and territory plans that translate strategic priorities into intentional selling motions and measurable business outcomes.
- Own the end-to-end business performance of the assigned portfolio or territory, including pipeline development, opportunity progression, forecasting, and revenue growth.
- Maintain accurate and disciplined forecasting while proactively identifying risks, gaps, and actions required to deliver business commitments.
- Partner with extended sales teams, marketing, services, and partners to create and execute plans for high-potential customers and opportunities.
- Participate in business planning and rhythm-of-business reviews with internal and external stakeholders to assess progress, prioritize investments, manage risks, and define next actions.
- Manage and orchestrate sales and delivery success through account and pursuit teams, maintaining accountability from opportunity identification through customer adoption and business outcomes.
- Monitor customer and partner feedback, identify areas of dissatisfaction or delivery risk, and establish recovery plans to improve the overall customer experience.
Skills used in this role
What the employer is looking for
- A Bachelor’s degree in Information Technology, Business Administration, or a related field, plus 5+ years of experience in technology-related sales, solution sales, business development, or account management.
Preferred qualifications
- A Bachelor’s degree in Information Technology or a related field, plus 5+ years of experience in technology-related sales or account management; or
- A Master’s degree in Business Administration (e.g., MBA), Information Technology, or a related field, plus 5+ years of experience in technology-related sales or account management.
- 5+ years of experience in solution sales or consulting-services sales, with demonstrated ability to translate customer business priorities into technology-enabled transformation opportunities.
Benefits and support
- Compensation and benefits are detailed in the job posting
About Microsoft
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
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Brad Smith
Vice Chair and President
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