Digital Solution Area Specialist

4 weeks ago

Dublin, Dublin City, Ireland Microsoft Corporation Full time

In the Small, Medium, Corporate (SMC) and Digital Sales businesses, we have set out with the purpose of empowering 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 SMC and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar 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: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for Data & AI solutions, we invite you to learn more about the SMC Sales organization and the value we deliver to our customers, partners, and one another, every day.

This position will be hired within a professional cohort of Early in Profession talent. You will be trained to do technical sales jobs of the most innovative and future looking technologies to contribute to Microsoft, empowering our customers to achieve more. The specific product focus will be determined during training in the Early in Profession program.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

You will be trained in the most innovative and advanced solutions for the future. Depending on your skill and appetite, it will be around Copilot for M365, Microsoft 365 Solution Stack and other Modern Work technologies.

Responsibilities

Sales Execution

  • Learns how Microsoft's 3-cloud-platform can enable digital transformation areas. Supports team members on digital transformation opportunities in an assigned area by applying established process and activities.
  • Receives leads from Marketing and converts leads into opportunities for the supported business. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.
  • Drives consumption and supports team members on identifying and progressing on opportunities to drive consumption with existing customers.
  • Understands customer business needs through initial conversation. Collaborates with internal teams, partners, and services to recommend solutions or products in an assigned area with direction/guidance. Listens to customers to understand business outcomes.
  • Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Helps coordinate meetings with appropriate stakeholders (e.g., account teams like Account Executives).
  • Learns the strategic priorities of the assigned solution area and assists in deal closure. Learns how to use 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

  • Collaborates with One Commercial Partner (OCP) and other assigned partners to cross-sell and up-sell products, solutions, and services. Understands the ecosystem of the partners in a solution area.
  • Establishes relationships with internal stakeholders and partners, seeking out and considering their opinions. Learns about the orchestration model within a solution area.

Technical Expertise

  • Participates in and contributes to internal technical community discussions and conversations.
  • Learns about direct competitors for the assigned products, solutions, and/or services. Collaborates with the 'compete' global black belts (GBB) to execute on strategies that position Microsoft favorably against competitors.

Sales Excellence

  • 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 senior team members to manage the pipeline of the assigned territory in a solution area. Supports the development of a portfolio and territory plan.
  • Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Other

  • Embody our culture and values

Qualifications

Qualifications

Required/Minimum Qualifications

  • Technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, or related field AND technology-related sales or account management experience.

Additional or Preferred Qualifications

  • Technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, or related field AND technology-related sales or account management work experience.

How You Do It

Knowledge, Skills, Abilities

· Business Acumen

· Business Knowledge

· Business Relationship Management

· Competitor Intelligence

· English Language Proficiency

· Forecasting

· Microsoft Product Knowledge

· Oral Communication

· Presentations

· Social Selling

· Storytelling

· Technical Communication

· Technical Sales

· Technical Solutions

· Technology Industry Knowledge

· Trusted Technical Advisor

· Written Communication

Internal Use Only: Culture and Values

  • Learn more about Microsoft's Culture: Culture - Home ) )
  • Learn more about Microsoft Values: Values - Home ) )

Benefits/Perks

· Industry leading healthcare

· Discounts on products and services

· Maternity and paternity leave

· Giving programs

· Educational resources

· Savings and investments

· Generous time away

· Opportunities to network and connect

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 ) .


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