Senior Technology Specialist

As a Business Applications Technology Sales Professional, you are a master of the CRM & Low Code worlds, bringing life to the amazing AI-powered vision of Microsoft in this space. While there is plenty of competition on standalone CRM providers, there is no one who has to completeness of vision that Microsoft does and your role as a TSP is to partner closesly with Solution Sellers, Account Executives and key partners to bring that vision to life for our customers.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

**Responsibilities**:
**Technical Leadership**

**Solution Design and Proof**

Applies and adapts sales methodologies (e.g., catalyst, challenger sales) to guide customers through digital transformation as a trusted advisor across solution areas and uses innovation to challenge solutions against changing technology (e.g., Power Apps).

Adapts and extends architecture patterns across technologies/solution areas to accommodate complex customer requirements and drive integration solutions for industry flavor; delivers assets that can be leveraged by others in the business.

Applies, customizes, and guides colleagues to use existing demonstration assets; demonstrates and oversees demonstrations (e.g., architectural design sessions [ADS], proof of concept [POC] sessions, pilots, hackathons) of solutions and position solutions against competitors; leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business. Leads the review of partner demonstrations and supports partners to ensure alignment with Microsoft standards.

**Build Strategy**

Acts as the voice of the customer (VOC) by acting as a role model for leveraging various internal resources (e.g., OneList, End Customer Investment Funds [ECIFs]) and mentoring peers on best practices around internal resource usage; participates in Microsoft centric operations and cadences to align with customers as needed; acts as a go-to resource for customer success.

Proactively develops strategic cross-workload/subsidiary and account-level responses to specific market threats by identifying market patterns and delivering feedback to business group on industry trends and needs.

Works with local marketing teams to provide feedback on corporate domain messages; works with account teams to tailor and drive the win plans to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends.

Monitors, analyzes, and provides input on proactive action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes; identifies opportunities to promote usage.

**Scale Customer Engagements**

Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, account teams), leveraging knowledge of processes (e.g., Managed Service Provider [MSP], co-sell partners), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]); ensures and drives alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references. Identifies and engages with customer technical decision makers proactively while engaging sales team and delivering/driving sales strategy.

Uses knowledge of customer context and deep technical, domain, cross-solution, and market/industry knowledge and experience to build credibility with customers individually or at scale.

Leverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites) and proactively engages product and support teams to remediate escalated technical blockers by conveying impact and anticipating and addressing future potential blockers based on needs.4

**Scale Through Partners**

Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and drives the orchestration model for partner engagement at scale.

**Qualifications**:
**Required/Minimum Qualifications**
- 10+ years of technology-related sales or technical sales experience
- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.

**Additional or Preferred Qualifications (PQs)**
- 7+ years of technology-related sales or technical sales experience in CRM/Low Cod