Digital Solution Area Specialist- Modern Work

Has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, 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. Contributes input and coaches junior team on strategies to drive and close prioritized opportunities. Collaborates with One Commercial Partner (OCP) and partners to cross-sell, up-sell, and co-sell. Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners. Proactively provides analysis of the competitive landscape in supported solution area and decides to pursue or withdrawal. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. 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 assigned accounts. Collaborates with internal teams and partners 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.**Responsibilities**:**Sales Excellence**- Manages the end-to-end business for strategic accounts across the organization; leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts; mentors junior team members.- Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources; leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.- Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction; 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 strategic accounts across territories.- Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business; acts as a thought leader and validates opinions and perspectives from business analysis.- Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry; proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.**Sales Execution**- Explores and assesses the needs of strategic/high-potential customers; articulates business value and long-term implications for customer business; collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities; analyzes market trends to identify opportunities for new solutions.- Develops strategies for driving and closing strategic and/or prioritized opportunities; collaborates with account teams to ensure alignment with the account strategy and plan; leads deal execution with the deal teams across the organization; coaches others on the implementation of 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.- Brings impactful industry insights into customer engagements and closes deals with customers; acts as a thought leader across solution areas to advise customers across business functions on digital transformation with a challenger mindset that accounts for customers' business needs and priorities; leads virtual transformational shifts to drive deployment and create business value for customers; may lead partner integration into account/territory planning and customer engagements.- Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads; leads conversations with strategic/high-potential customers (e.g., high-budget, global-account, highly competitive) along with account teams or partners; facilitates the account team unit (ATU) to build pipeline in collaboration with partners and services; guides others on social selling; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the custo