Microsoft Industry Solutions Delivery is a global organization hosting over 6,000 strategic sellers, industry and security experts, elite engineers, world-class data scientists and architects, consultants, and delivery specialists. Together with our partners, we help Microsoft's most strategic customers worldwide to address their specific challenges and provide comprehensive and industry-specific solutions that meet their unique needs.
Our organization is at the forefront of innovation, driving value across the entirety of the customers' digital and Azure transformation journey through repeatable and customized cutting-edge solutions powered by Microsoft Cloud.
The Solution Sales Specialist is specialized on Cloud IaaS, PaaS and Security Services and will be accountable for identifying, developing and shaping transformational migration projects to Azure cloud.
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, inspiring excellence, and encouraging teams and leaders to bring their best each day.
Responsibilities You will identify, qualify, lead, manage, and close strategic industry cloud opportunities on prioritized accounts aligned to documented customer business value and outcomes. You should have in-depth knowledge of advanced cloud solutions and cross-check with the solutions of key competitors. Drive advanced workloads and usage, accelerating Microsoft Cloud differentiation against competitors to win more market share. Increase customer business value with advanced technology and drive consumption.
Ensure all applicable leads and qualified opportunities are linked to customer priorities in the account plan. Maintain accurate Sales Stage, Forecast Recommendation (e.g., committed, committed at risk) and Due Dates in required systems of record (e.g., Microsoft Sales Experience [MSX]), in alignment with close plan. Consistently deliver on committed forecast recommendations. Coach peers by providing guidance and tips on good practices for ensuring accuracy in deal commitment forecasting. Use required tooling to report out the state of the business.
Drive discussions of terms and conditions (e.g., scope, milestones, price) with executive-level customer stakeholders (e.g., CFO, CEO, elected officials, board level) for opportunities in collaboration with the entire account team and customer through multiple iterations to ensure agreement. Maintain productive working relationships with those involved in negotiation, persuading others, and driving a positive atmosphere during difficult objections and discussions. Successfully leverage recognized techniques for handling difficult questions, overcoming objections, and respectfully challenging. Build and execute negotiation activities into the close plan for the opportunity, based on guidance from the broader team (e.g., business operations).
Role model and demonstrate customer and partner obsession through customer business outcomes leveraging solution area expertise (Azure).
Provide an impactful point of view (POV) where Industry Solutions Delivery (ISD) can accelerate consumption, aligned to solution area expertise into Account planning cycles.
Work seamlessly with the wider account team, building and strengthening relationships across the Microsoft teams to drive consumption through Industry Solutions projects and programs.
Continuously build sales expertise, learning and evolving Industry and solution knowledge to support customers and the wider one Microsoft team while investing in personal development.
Champion and adhere to Microsoft processes and methodologies, on strategy selling, pipeline hygiene, logging and maintaining all opportunities (revenue and consumption) for Industry Solutions Delivery (ISD) opportunities, continuous qualification, Opportunity Review Board (ORB) submissions, and close plan ownership.
As an experienced solution specialist seller, this role will give you the opportunity to accelerate your career growth, growing your solution area expertise, developing leads, qualification of strategic opportunities, and ownership through to successful deal closure, leveraging cutting-edge solutions for customers that grow cloud consumption.
Qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND Proven years of technology-related sales or account management experience or equivalent experience Proven years of cloud solution sales experience Demonstrated ability to influence and lead virtual teams Proven experience in Azure Fluency in both Italian and English
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