Solution Area Specialists

**As the Modern Work Specialist**, you will be responsible for working with Business Decision Makers to understand their unique business needs. You will be on point to orchestrate an extensive v-team covering multiple areas mainly M365 and Employee Experience Platfrom (EXP) and helping our customer to transform their workforce.

**Be the Modern Work sales leader and expert for your assigned set of accounts**
- Hunt new Modern Workplace (team work, telephony, viva, devices and security) opportunities by identifying and engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of M365 and EXP platform
- Own and drive new revenue growth for Microsoft M365 and EXP solutions within assigned accounts by setting and achieving monthly sales forecasts.
- Drive Surface penetration in enterprise accounts in coordination with Surface sales specialist
- Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.
- Compete proactively to win new business and share through differentiated customer business value, evaluating customer alternatives and refining competitive strategy
- Engage confidently at CxO level to articulate M365 value and help to define the future with the EXP platform and how Microsoft can enable digital transformation

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**Industry**:

- FSI
- Retail

**Responsibilities**:
**Responsibilities**

Sales Execution
- Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
- Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
- Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration 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. Drives advanced workloads and usage.
- Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.
- Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of 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
- Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and connects the partner ecosystems to scale business results.
- Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.

Technical Expertise
- 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.
- Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.

Sales Excellence
- Builds and transforms new markets by leveraging technical an