Solution Area Specialist

Digital transformation and the journey to net-zero is impacting every industry around the world. From retail and manufacturing to energy and financial services, disruption is already here. Environmental concerns and sustainability initiatives are driving all organizations through an accelerated energy transition. Customers across all industries are asking Microsoft to help them reinvent their business, innovate, and digitally transform to today’s new realities.

As we embrace a more sustainable future accelerated by digital capabilities, we are looking for specialist sellers to engage with our customers and partners to enable this transformation. The Sustainability Specialist Sales Unit, part of the Microsoft Customer and Partner Solutions organization, serves as team of dedicated specialist sellers who support our customers around our new Cloud for Sustainability product. Every seller will be expected to deliver a combination of product, technical, sustainability, and industry expertise, as you support customers, partners, account teams, and other product/technical specialists from Microsoft around topic of sustainability data and management, sustainability calculations/accounting, and sustainability reporting.

Microsoft Cloud for Sustainability is built on a secure, integrated cloud platform, which empowers our customers to digitally transform their businesses. While you will be selling a specific product, you will also be selling the platform and the full suite of capabilities that Microsoft has to offer to create a connected, secure, efficient, and scalable digital ecosystem that can be harnessed to support and accelerate customer sustainability goals.

Our team culture is centered on embracing a growth mindset, collaboration, inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world.

**Responsibilities**:**
Sales Execution**
- Engages in conversations with customers across industries to introduce the Cloud for Sustainability and how its capabilities can enable digital transformation in areas that are aligned with the customer's industry and sustainability workflows and turns opportunities into deals. Initiates conversations with customers on digital transformation in sustainability data and related scenarios, in collaboration with partners and services. Creates guiding examples of sustainability 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 product revenues 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.
Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Collaborates with peers and 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 Global Partner Solutions (GPS) 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.
**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.
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