Solution Area Specialist

In this exciting role as a **Global Black Belt for Support**, you will be working with our most important customers, you will coach and support area teams to meet our most complex customer’s support needs through Unified Support and Enhanced Solutions sales. This is a highly collaborative role, that works with our Corporate HQ teams to incubate new offerings and solutions and drive business outcomes for our customers.

**Responsibilities**:
**Sales Execution**
- Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across Support solution area to advise customers across business functions on digital transformation, and how Support is lever to enable customer success. Leads virtual transformational shifts to drive deployment and create business value for customers. 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 internal teams, Engineering, partners and services. 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, Area Solution Specialists, other Global Black Belts). 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 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 area teams to cross-sell and up-sell. Identifies, leverages, and coordinates across solution areas. Provides input and feedback to Corporate Support Offerings team on offerings being incubated to scale business results.
- Leads the sales orchestration with internal stakeholders (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 areas. 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 and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
- Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. 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 strategic accounts across territories.
- Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.
- Supports the end-to-end business for strategic accounts across the organization. Mentors less experienced team members.
- Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.

**Other**
- Embod