Digital Solution Area Specialist

** Overview*
* At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team-one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry's most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization-it's a culture of innovation, opportunity, and inclusivity. Here, you'll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career.

The  
** Digital Solution Area Specilaist
** will have a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services. Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Identifies, develops, proposes, and articulates solutions that align with customer needs. Develops an understanding of external stakeholders' mapping. Implements strategies to help accelerate the closing of deals in collaboration with other team members.

Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services. Applies the orchestration model to support deal closure. Researches competitor products, solutions, and/or services and collaborates with the "compete" global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.

Participates in 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 to pursue high-potential customers and develop a target list of potential business. Manages the end-to-end business of the assigned territory.

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*
* ** 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 and leverages customer insights or industry knowledge; contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.

Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.

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.

** Sales Execution*
* 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.

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.

Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry; has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single…