Support Sales Specialist

The Solution Area Specialist for Support Solutions role is to drive and close
Microsoft Enterprise Support opportunities to ensure customers are supported
throughout all stages of the product lifecycle, improving their health, and
enabling customer outcomes and consumption. The Support Specialist leverages
Microsoft's unique expertise, including direct access to product teams, to
help customers use their Microsoft investments as productively as possible.
We are always learning. Insatiably curious. We lean into uncertainty, take
risks, and learn quickly from our mistakes. We build on each other's ideas
because we are better together. We stand in awe of what humans dare to achieve
and are motivated every day to empower others to do more and achieve more
through our technology and innovation. Together we make a difference.

Microsoft is on a mission to empower every person and every organization on
the planet to achieve more. Our culture is centered on embracing a growth
mindset, a theme of inspiring excellence, and encouraging teams and leaders to
bring their best each day. In doing so, we create life-changing innovations
that impact billions of lives around the world. You can help us to achieve our
mission.

Responsibilities

Sales Execution

• Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, 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). 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 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 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.

Scaling and Collaboration

• Global Partner Solutions (GPS) and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.


• Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer.
  Technical Expertise


• Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.


• 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).*


• Collaborates with the 'compete' global black belts (GBB) 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. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors.

Sales Excellence

* Collaborates with partners 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.

Qualifications

• ‎9+ years technology-related sales or account management experience


• Bachelor's Degree in Information Technology


• ‎6+ years solution or 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.