Digital Solution Area Specialist at Microsoft

Sydney, New South Wales, Australia -

Full Time

Start Date

Immediate

Expiry Date

06 Mar, 26

Salary

0.0

Posted On

06 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Digital Engagement, Consultative Selling, Customer Satisfaction, Sales Execution, Collaboration, Technical Demonstrations, Negotiation, Communication, Strategic Thinking, Problem Solving, Cloud Technologies, AI Solutions, Pipeline Management, Teamwork, Customer Relationship Management, Market Analysis

Industry

Software Development

Description

Overview In Digital Enterprise Sales (DES), we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Digital Enterprise Sales organization is committed to delivering the global digital scale engine for our business-- this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared Digital Sales Culture priorities: Diverse and Inclusive, Wellbeing, Sustainability, Giving and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the Digital Sales organization and the value we deliver to our customers, partners, and one another, every day. The Digital Enterprise Sales team drives growth for Microsoft by helping customers realize the value of the Microsoft Cloud. Powered by a world-class connected sales and marketing platform, this team leverages marketing insights to reach customers when and where they want to engage digitally to help solve their business problems. PURPOSE: Lead the execution of AI Workforce solution plays and workload strategies with full ownership across assigned Enterprise Majow Growth accounts, serving as the Digital STU. Establish a strong cross-solutions partnership with the V-team to define & operationalize comprehensive account strategy that drives customer success. Learn and sell transformative AI solutions, accelerating both personal growth and career advancement in a high-impact domain. In today’s AI landscape, aggressively capture market share and streamline customer engagement to deliver a unified, connected Microsoft AI solutions offering. IMPACT: More satisfied customers due to improved & streamlined engagement with connected Microsoft AI solution offerings Responsibilities In the AI Workforce Specialists team, we are looking for passionate, experienced, and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end thought leadership driving significant customer value and enabling transformational customer outcomes. As a Specialist, you will build digital transformation modern work strategies with customers, collaborating across different groups inside the customer environment to successfully enable customers to drive transition to Digital transformation in a hybrid work environment. Lead the AI Workforce transformation conversations across BDMs using consultative selling approach and deliver business value narratives to win stakeholders across rooms of the house. You will lead consultative customer conversations and collaborate on the planning, orchestration and execution of end-to-end Modern Work with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills and deepening your modern worker end-to-end expertise. Customer First Mindset Engage with and enable our customers and key decision-makers, delivering a connected customer engagement experience and driving customer satisfaction, through digital sales excellence, empowered by world-class data, marketing systems and platforms Sales Execution Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline. Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches junior team members in deal plan execution, and implements and maintains strong close plans. Scaling and Collaboration Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer. Collaborates with partners, develops joint proposals with partners, and contributes to developing partner strategies. Prioritizing time with customers and partners, leveraging tools and processes to run and grow the business and build a stronger team. Technical Expertise Lead technical demonstrations of AI Workforce solutions to explain and prove the capabilities of Microsoft solutions relative to the customers business and technical objectives. Leverages and shares competitor knowledge across solution areas as a subject matter expert to make informed decisions on pursuit Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s). Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies. Delivers Results Through Teamwork Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams Build relationships with leadership and field stakeholders to enable team success across internal and external stakeholders. 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 and maximize scale through partners; work with technical specialist/SE to secure commitment. Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners, creating demand leading with industry use cases. Qualifications Qualifications Experience of technology-related sales or account management experience Bachelor's Degree in Information Technology, and technology-related sales or account management experience OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND technology-related sales or account management experience Experience of solution sales or consulting services sales experience. Strategic thinking & execution Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships. Excellent Communicator Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills. High Performer Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results. Growth Mindset Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development. Purposeful Planner & Executor Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met. Disciplined Operator Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning. Technical breadth Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended. Technical Skills MS-900 M365 Fundamentals Certified or SC-900 Security & Compliance Fundaments Certified or prepared to attain MS-900 certification within 3 months. Experience in M365 platform and AI preferred. Competes to win new market share. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Responsibilities

Lead the execution of AI Workforce solution plays and workload strategies while collaborating with internal stakeholders and partners to drive customer success. Engage with customers to deliver a connected engagement experience and identify new opportunities for digital transformation.