Digital Solution Area Specialist

3 weeks ago

Sydney, New South Wales, Australia Microsoft Full time
Responsibilities (Text Only)

Sales Excellence: Manages the end-to-end business of the assigned territory; conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
Collaborates with partners and resources, learns about customer business, supports senior team members to explore business and emerging opportunities.
Seeks client feedback (both formal and informal) to identify and understand drivers of satisfaction, executes plans to maintain and build on it, and addresses drivers of dissatisfaction by determining root causes and establishing recovery action plans.
Completes required training and obtains relevant product and role certifications.
Sales Execution: Understands customer business needs through initial conversations; collaborates with internal teams, partners, and services to recommend solutions or products within an assigned area.
Receives leads from marketing, account teams, and/or partners, converting them into opportunities.
Applies Microsoft's sales process to evaluate opportunity quality.
Articulates how Microsoft's three-cloud platform can enable digital transformations, initiates digital transformation discussions, and collaborates with partners.
Accelerates deal closures by developing and executing close plans.
Supports team members in identifying and progressing opportunities to increase consumption, identifying blockers.
Scaling and Collaboration: Collaborates with internal stakeholders and partners to cross-sell, up-sell, and co-sell products, solutions, and services.
Understands partner ecosystems and current offers.
Builds relationships with stakeholders, learning about the orchestration model within a solution area.
Technical Expertise: Participates in internal technical discussions, learns about competitors, and collaborates with Digital Solution Engineers to position Microsoft favorably against competitors.

Qualifications (Text Only)
Required Qualifications (RQs):

Bachelor's Degree in Information Technology or related field AND 2+ years of technology-related sales or account management experience OR 3+ years of such experience.
Specific market language fluency as needed.
Business Relationship Management: Ability to develop and maintain positive relationships, demonstrating empathy, approachability, and respect.
Consultative Selling: Ability to understand customer needs through dialogue before recommending solutions.
Conflict Resolution: Ability to manage conflicts and sensitivities effectively.

Preferred Qualifications (PQs):

Decision Making: Ability to make decisions in fast-paced, changing environments considering resources, costs, and trade-offs.
Creativity: Applying ingenuity and imagination in designing products, services, or initiatives.
Negotiation: Achieving mutually satisfying agreements through effective communication and collaboration.
Microsoft Products: Knowledge of Microsoft products/services and participation in technical discussions.
Fundamental credentials/certifications on Microsoft or competitive Cloud and AI platforms.

Microsoft is an equal opportunity employer.
All qualified applicants will receive consideration without regard to various protected characteristics.
If needed, accommodations for disabilities can be requested via the Accommodation request form.
Benefits and perks may vary depending on employment nature and country.
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