Solution Area Specialist, Business Applications

The Business Applications Solution Area Specialist

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. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Contributes input on strategies to drive and close prioritized opportunities. Identifies new partners by researching and discussing with partners on customer scenarios. Leads conversations and sets up events within Microsoft. Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. 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 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.

• Sales Excellence

  • Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
  • Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.
  • Collaborates with extended sales team, partners, and marketing

  Scaling and Collaboration

  • Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).
  • Collaborates with a network of partners to cross-sell and up-sell products, solutions, and services.

  Technical Expertise

  • Researches competitor products, solutions, and/or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication.
  • Initiates conversations with prospective customers/partners at events to expand external network.

  Sales Execution

  • 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.
  • Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams in communication with business or subject matter decision makers at the customer's/partner's business.
  • Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns. Collaborates with account teams, partners, or services to track and qualify new opportunities.
  • Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs.
  • Implements strategies to help accelerate the closing of deals in collaboration with other team members.
  • Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry.