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Microsoft · 1 day ago

Solution Area Specialists

Arlington, TX

Full-time

Onsite

Entry, Mid Level

$108K/yr - $188K/yr

2+ years exp

Microsoft is seeking a passionate Solution Area Specialist to join their Federal Team, where mission meets innovation. This role involves discovering and qualifying new leads, driving consumption with customers, and collaborating with internal teams to meet customer needs.

Agentic AIApplication Performance ManagementArtificial Intelligence (AI)Business DevelopmentDevOpsInformation ServicesInformation TechnologyManagement Information SystemsNetwork SecuritySoftware

Growth Opportunities

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Leads customer conversations in the areas of AI Business Process, including Dynamics 365, and the Power Platform

Engages in conversations with customers aligned to their mission to introduce how other workloads could enable digital transformation areas that is aligned with the customer's mission and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement

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). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed

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 (e.g., Technical Sales Professionals, Global Black Belts. For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners

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 with senior business decision makers at the customer's/partner's business

Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches less experienced 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

Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities

Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer

Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft

Initiates conversations with prospective customers/partners at events to expand external network

Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors

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

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

Engages with internal and external stakeholders on business planning, 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 (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

Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry

Qualification

Technology-related salesAccount managementCloud background screeningBachelor's DegreeCustomer engagementSales process applicationCompetitive analysisCollaborationMentoring

Required

Bachelor's Degree in Computer Science, Information Technology (IT), Business Administration, Information Security, or related field AND 2+ years experience in technology-related sales or account management + OR equivalent experience

The successful candidate must have an active U.S. Government Top Secret/SCI Security Clearance

Ability to meet Microsoft, customer and/or government security screening requirements are required for this role

Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination

Candidates must be able to successfully complete and pass a Microsoft Cloud background screening

Required Cloud Screenings will be administered on a recurring bi-annual basis

This position requires successful verification of the stated security clearance to meet federal government customer requirements

You will be asked to provide clearance verification information prior to an offer of employment

Microsoft is unable to sponsor a work visa for this role due to the nature of the role's job duties

This position requires verification of U.S citizenship due to citizenship-based legal restrictions