Solution Area Unified Support Specialist

Job Description

ISVs at Microsoft are unique in the sense they are both customers we sell to, and partners we co-sell with. To support the ‘sell to’ motion, these enterprise customers require streamlined sales, account, and technical enablement processes and resources. To support the ‘sell with’ motion, these customers need support in access to Microsoft’s broad base of industry customers, strong partnership and alignment with our GPS team, in addition to taking advantage of all of our partner products and services. As tech centric organizations, ISVs expect technical depth across common scenarios and access to PG via a “level 300”, single named source.

We’re looking for an exceptional talent to be part of an exciting new EMEA motion to lead the development and growth of the EMEA ISV business.

As a Support Solution Area Specialist, you will develop deep business acumen across Microsoft’s portfolio of products and services and hone your solution sales and networking capabilities by leading consultative customer conversations and collaborating on the planning, orchestration, and execution of end-to-end cross-sell and up-sell opportunities with internal, external, and partner stakeholders.

You will be responsible for sales execution and sales excellence, business value selling, scaling and collaboration and innovation and capability growth.

You will develop deep business acumen across Microsoft’s portfolio of products and hone your solution sales and networking capabilities by leading consultative customer conversations and collaborating on the planning, orchestration, and execution of end-to-end cross-sell and up-sell opportunities with internal, external, and partner stakeholders.

Responsibilities

• You will orchestrate a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close opportunities, drive a robust deployment, and remove blockers to consumption.
• You will propose the proper solution tailored to the customer’s specific needs through an understanding of your customers’ business and technology priorities, governance, decision making and budgetary processes as they apply to each relevant customer’s business decision makers.
• You will lead sales orchestration to proactively drive deal closure by identifying and aligning internal stakeholders as well as leveraging and expanding relationships with partners.
• Technical Expertise: You will lead BDM and ITDM conversations, share best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.​
• You will be responsible for prospecting, qualifying, solutioning and closing business in your assigned territory. You will manage the end-to-end sales including ensuring continuous engagements to ensure customer satisfaction and business value around delivery success of your assigned territory through intentional selling driven by customer research; account planning; compete planning; risk planning; outcome-based & business value selling; and forecasting and pipeline management to pursue high-potential customers and manage Unified solutions across the organization.
• You will apply and encourage an innovative point of view during client interactions to identify new opportunities, grow client capabilities, and guide sellers and customers through a specific focus on knowledge of a specific industry or industries (e.g., healthcare, education, technology, finance) including trends, competition, etc. to establish point of view. Additionally, you will inform the Go To Market (GTM) strategy for solution sales motions and champion customer asks, blockers and escalations to progress deals faster into closure.

Qualifications

• Extensive experience in technology-related sales or account management.

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

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

• Vast experience in solution or services sales.

• Experience in people management.

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.