Solution Area Specialist

Overview

Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Implements strategies to help accelerate the closing of deals in collaboration with other team members. Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell products, solutions and services. Extends relationships with peers and senior team members across solution areas. Researches competitor products, solutions, and/or services and collaborates with the "compete" global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication. Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients overall experience. Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.

Responsibilities
Sales Excellence Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients' overall experience. Shares feedback with account teams. Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities. Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance. Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
Sales Execution 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. For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business. 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). Collaborates with account teams, partners, or services to track and qualify 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 technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes. Implements strategies to help accelerate the closing of deals in collaboration with other team members. 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. Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.
Scaling and Collaboration Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit). Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell products, solutions, and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Implements partner strategies to scale the business.
Technical Expertise Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events. Researches competitor products, solutions, and/or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication. Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).

Qualifications

Required qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience.
• This role requires proficiency in written, reading, and conversational Brazilian Portuguese and English.

Additional or preferred qualifications

• Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
• 4+ years solution or services sales experience.
• 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

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.

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