Job Information
Microsoft Corporation Digital Solution Area Specialists - Azure Infrastructure in Singapore
We are seeking a Digital Solution Area Specialist to focus on the Azure Infrastructure business for the Singapore SME&C segment, with focus on infrastructure and security across various verticals, including Retail, Logistics, and Financial Services Industry (FSI).
The role requires an in-depth understanding of customers' businesses and their priorities, enabling you to engage in meaningful conversations about digital transformation across multiple solution areas in collaboration with partners and services. You will work closely with account teams, partners, and services to track, qualify, and expand new opportunities. Identifying, developing, proposing, and articulating solutions that align with customer needs will be a key responsibility. Additionally, you will provide input and coach junior team members on strategies to drive and close prioritized opportunities.
Collaboration with partners to cross-sell, up-sell, and co-sell is essential. Utilizing the orchestration model, you will proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.
Furthermore, you will explore business and emerging opportunities to optimize the portfolio and support customer innovation. Managing and orchestrating sales and delivery success through the account team and pursuit team is a crucial aspect of the role.
Collaboration with internal teams and partners to conduct business analysis and pursue high-potential customers, developing a target list of potential business, and managing the end-to-end business of the assigned territory are all key components of this role.
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
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.
Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
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.
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
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, account teams); collaborates with account teams, partners, or services to track, qualify, and expand new opportunities; collaborates with other teams (e.g., account teams) and services to build pipeline; interfaces with customers and builds relationships via social selling; to determine the quality of the opportunity and whether to proceed.
Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals; 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; creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement.
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.
Proactively builds external stakeholders' mapping; collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.
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; for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
Implements strategies to accelerate the closing of deals; contributes input on strategies to drive and close prioritized opportunities; coaches junior team members in deal plan execution; 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.
Scaling and Collaboration
Collaborates with a network of partners to cross-sell, up-sell, and co-sell; identifies and supports on-boarding new partners by researching and discussing customer scenarios; develops joint proposals and consumption plans with partners; contributes to developing partner strategies to address gaps in partner capabilities.
Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.
Qualifications
Required Qualifications
6+ years sales and negotiation experience
OR Bachelor's Degree in Business Management, Information Technology, or equivalent or related field AND 5+ years sales and negotiation experience or related work or internship experience.
Additional or preferred qualifications
6+ years of solution sales or consulting services sales experience
10+ years of technology-related sales or account management experience.
OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience
OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 7+ years of technology-related sales or account management 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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .