Digital Solution Area Specialist Cloud & AI

Job description

As a Digital Solution Specialist (DSSP) in the Small Business Segment (SMB) in collaboration with our Digital CSA's, within the Azure Solution Area, you will be a trusted technical advisor to our customers, driving Azure adoption and consumption.

You will lead technical engagements, design scalable cloud solutions, and guide customers through their digital transformation journey using Microsoft Azure.

This role is customer-facing and requires a blend of technical expertise, business acumen, and a passion for helping small businesses succeed in the cloud.

**Responsibilities**

**Segment and Success Metrics:**

+ This role is part of Microsoft’s Small, Medium, Enterprise & Corporate (SME&C) segment, working primarily with digital natives, enterprises, and small businesses that maintain a direct relationship with Microsoft.
+ Success is measured by net-new revenue contribution; workload adoption and expansion across the assigned portfolio.

**Territory and Opportunity Management:**

+ Digital Solution Area Specialists are aligned to a defined set of accounts and are responsible for identifying net-new project opportunities, accelerating existing engagements, and driving solution-based outcomes within this portfolio in partnership with Digital Cloud Solution Architects that own these accounts.

**Sales Execution**

+ Engages in conversations with customers to introduce how other Azure workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals.

Has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple Azure workloads, in collaboration with partners and services.

Creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement.
+ 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, account teams).

Collaborates with account teams, partners, or services to track, qualify, and expand 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 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 [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.

Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
+ Identifies customer business needs and technology readiness.

Contributes to the development of solutions in collaboration with internal teams, partners, and services.

Proposes prioritized solutions that align with customers' needs.

Articulates the business value of proposed solutions.
+ Proactively builds external stakeholders' mapping.

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.
+ Implements strategies to accelerate the closing of deals.

Contributes input on strategies to drive and close prioritized opportunities.

Coaches less experienced team members in deal plan execution.

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.

**Scaling and Collaboration**

+ Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.

**Technical Expertise**

+ Collaborates with the compete global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication.

Proactively provides analysis of the competitive landscape in supported solution area.

Evaluates opportunities and makes recommendations on pursuit or withdrawal.

**Sales Excellence**

+ Collaborates with stakeholders and resources and leverages customer insights or industry knowledge.

Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
+ Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience.

Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
+ Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.
+ 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.
+ Manages the end-to-end business of the assigned territory.

Cnducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.

**Other**

+ Embody our culture and values

**Qualifications**

**Required/Minimum Qualifications**

+ Technology-related sales or account management experience.
+ OR Bachelor's/Master's Degree in Information Technology, Business Administration, or related field AND technology-related sales or account management experience.

**Additional or Preferred Qualifications**

+ Solution sales, Tech Sales, Presales or consulting services sales experience.

Microsoft is an equal opportunity employer.

Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .

Required Skill Profession

Other General