Solution Area Specialist - Artificial Intelligence (AI) Workforce

The Solution Area Specialist will discover and qualify new leads, drive consumption with new and existing customers, identify market and customer needs and collaborate with internal teams to devise solutions and meet customer needs.

• Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals.
• 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.
• 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).
• 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.
• Acts as a lead in AI Workforce.
• 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.

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management
• OR equivalent experience.

• Health insurance
• 401k matching
• Discounts on products and services
• Generous time away
• Giving programs
• Opportunities to network and connect

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