Solution Area Specialist

**Overview**

**Responsibilities**:

- ** Responsibilities**- Engages in conversations with customers to introduce how our 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.
- 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, architects, 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 Customer Engagement Methodology (MCEM) 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). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
- 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.
- Effective territory/account management: planning, opportunity qualification and creation, analysis, value engineering, services/partner engagement, opportunity management, pipeline management and deal negotiation.
- Problem Solver. Ability to solve customer problems through cloud technologies.
- Business Value. Ability to utilize tools such as the Azure Pricing Calculator, Azure ROI Tool, and Azure TCO Tool to generate consumption project cost estimates and demonstrate Cloud economic value to customers, is preferable.
- Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence.

**Qualifications**:
**Qualifications**

Required Qualifications:

- Experience in technology related Sales/Solution Sales in a software company
- A track record of meeting and exceeding revenue targets
- Experience working with ISV customers
- Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND experience in technology-related sales or account management experience OR experience in technology-related sales or account management experience.

Additional or Preferred Qualifications:

- Master's Degree in Business Administration (i.e., MBA), Information Technology, Engineering, or related field AND experience in technology-related sales or account management experience OR Bachelor's Degree in Engineering, Technology, or related field AND extensive experience in technology-related sales or account management experience OR extensive experience in technology-related sales or account management experience.
- Solution or services sales experience.