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Solution Area Specialist - AIWF

Microsoft · Posted Oct 13

Software, cloud computing, artificial intelligence, and hardware services

India, Karnataka, BangaloreFull-timeOnsiteSenior Level5–10 years₹32.0L–₹55.0L yearly59 applicants
SoftwareCloud ComputingArtificial IntelligenceConsumer ElectronicsInformation TechnologyPublic Company
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About the role

The ABS Solution Area team focuses on AIWF, Copilot and Cowork, working with the ITES segment to sell AI- and cloud-driven transformation solutions. The role engages customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities using AI-driven market intelligence and predictive analytics. It also covers sales pipeline management, partner co-selling, and sales strategy tailored to each customer's security and business priorities.

What you will do

  • Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Participates in strategy development for driving and closing moderately complex, significant value opportunities. Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle. Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area.
  • Drives sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan. Reviews and translates customer and partner feedback to establish recovery action plans. Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals Drives partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle. Drives partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.
  • Engages in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes Leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals
  • Analyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation. Leverages technology (e.g., AI sales agents, automation, Power Platforms) to drive growth within assigned domain. Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy. Optimizes partners assigned to each account and/or opportunity to facilitate handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.
  • Leverages whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Evaluates and disseminates market intelligence, trends, and insights across the team. Leverages established market analysis approach to ensure alignment with strategic directives and market trends.
  • Leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities. Acts as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success. Engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Incorporates and reinforces security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.
  • Evaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Partners across teams to propose solutions and strategies that align with customer business objectives. Identifies and addresses gaps, driving market engagement and sales execution.
  • Partners with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services. Leverages established strategies and participates in conversations with customers to distinguish Microsoft's offerings in the competitive landscape. Serves as an trusted advisor for customers and guides the adoption of technologies and solutions that align with their goals and drive digital transformation.

Skills used in this role

Microsoft CopilotPower PlatformAICloudPredictive AnalyticsAutomationNegotiationStorytellingBusiness Development

What the employer is looking for

  • Cultivating Strategic PartnershipsOrchestrating 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.
  • Maximizing Business OpportunitiesMaximizing 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
  • Optimizing Account OperationsManaging and optimizing sales accounts through strategic decision-making, deep understanding of sales cycle timeframes, and leveraging advanced tools, programs, and insights to drive KPIs and enhance operational efficiencies. Orchestrating opportunities and deals by developing tailored sales strategies that drive successful business outcomes and maximize customer value realization.
  • Selling SolutionsSelling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Creatively navigating the sales process and using storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.
  • Strategically Managing Sales PipelinesAnalyzing business needs and market dynamics, gathering and analyzing relevant customer, partner and competitor insights and trends, and managing and informing change processes for current and future customers to advance and optimize sales pipelines.

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

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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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