Solution Specialist Acquire

In SMC and Digital Sales, 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 Small, Medium, Corporate (SMC) and Digital 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 SMC and 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 SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

**Responsibilities**:
The reinvention of the workplace has been a staple for Microsoft in accelerating our growth in commercial cloud services. The mission of a Modern Work Acquire Solution Specialist is to help our customers understand the opportunity for transformation within their current solutions and drive incremental value with additional Security and Teams-focused solutions. You will help realize the value of their Modern Work investment, driving the customer sales cycle from start to finish, while also removing roadblocks as our customers modernize their workplace.

**Core Responsibilities**

**Plan & Execute as One Microsoft to Enable Customer Outcomes**
- Drive New Cloud Revenue for Modern Work Solutions, helping customers realize the value of a secure, productive enterprise
- Enable Customer Success by navigating business and technical roadblocks surrounding workplace modernization
- Orchestrate across teams and partners to drive customer outcomes
- Engage with BDMs to identify and solve for communication and collaboration gaps within their organization
- Obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience
- Leverage social, digital, video, chat, phone and demonstration environments to effectively reach, sell to, and manage Microsoft customers
- Prepare insights to drive the right business solution outcomes

**Close Deals Through Effective Leadership**
- Be the first contact point for many customers, deliver a strong first impression and set the foundation for long term customer relationship
- Own Customer Sales Cycles end to end, leveraging appropriate resources to ensure customer satisfaction & deal success
- Engage with customers across industries, company sizes and types to determine their needs and identify opportunities to fulfill their needs with Microsoft's leading cloud technologies
- Effectively turn prospects and qualified leads into opportunities and revenue pipeline by filtering them through different criteria, e.g. BANT (budget, authority, need and timeline)
- Position competitive offerings and solutions in the context of customer needs and experiences; provide technical product overview and insights pertinent to customer need and usage scenarios
- Navigate complex licensing scenarios and nuance to ensure customer value and success
- Demonstrate verbally, in writing, and through live product demos how customers can capture value and envision their future with Microsoft’s technologies
- Quarterback sales from lead to purchase; be the main point of contact for Microsoft's customers, leading the sales strategy, overcoming objections and negotiating success
- Own winning technical, business, and licensing decisions for Modern Work opportunities

**Meet or Exceed Revenue Targets, Maintaining Sales Hygiene & Deal Excellence**
- Executing discipline in lead management, opportunity qualification, opportunity management, pipeline hygiene, forecasting, and deal commitment
- Maintain a high level of customer engagement across both digital signals and opportunities
- Create and present territory/solution plans and results to management and use appropriate escalation techniques to stay on top of goals and objectives
- Deliver and Maintain Monthly and Quarterly Forecasts

**Qualifications**:
**Required Qualifications**:

- 10+ years sales and negotiation experience
- OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years sales and negotiation experience or related work or internship experience
- OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) is required.
- Experience with Microsoft Technology and Modern Selling Techniques
- A self-starter with a track record of consistently meeting or exceeding sales targets
- De