Digital Solution Area Specialists IC5

About the Role

Creates and leads strategies for high-impact/high-profile accounts that yield high-volume sales and open new opportunities for both Microsoft and its partners, aligned to goals, outcomes, and forecasts.

Key Responsibilities

• Partner with customers and/or partners to provide innovative solutions in new industries and integrate Microsoft technology into their business.
• Act as the voice of the customer (VOC) and internal advocate across all levels of the organization.
• Provide analysis of overall customer needs for some of the largest and most complex accounts and advise on gaps that would benefit from Microsoft solutions.
• Lead customer business transformations through digital transformation for assigned accounts.
• Partner with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex Microsoft technology/services will meet future business needs.
• Contribute to the creation of stakeholder maps for accounts, determine and orchestrate a coverage plan, and build out an execution framework.
• Establish best practices and standards for aligning with quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives.
• Create enablement plans for large and high-stakes customers and all-up Microsoft business.

Key Responsibilities (continued)

• Proactively build and expand a strategic network of key internal and external partners and decision makers to ensure execution of core tasks, account transactions, and a comprehensive account management experience.
• Develop a broad and deep understanding of customers' industries and priorities to identify opportunities to drive optimizations and new digitalizations based on customers' strategies.
• Understand customer drivers of business and technology transformation and leverage deep knowledge of customer's business to engage internal teams to accelerate co-innovation and digital transformation and strategy.
• Cultivate, leverage, and manage a strategic set of relationships using Microsoft business-value sales strategies throughout multiple levels of the customer's organization to establish strong alignment on long-term goals and secure buy-in and execution.
• Leverage strong knowledge of and experience with Microsoft's product landscape, solutions, and strategy to generate insights, provide thought leadership, and address customer's needs, translating needs into Microsoft solutions.
• Manage the development and application of a mature/dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio.
• Collaborate across the organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).
• Leverage close relationships with leaders (e.g., senior leaders, C-level executives) of the assigned account and the broader ecosystem to shape long-term strategic direction and influence business metrics.
• Expand strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.
• Anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans to improve customer's overall experience.
• Own the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations.
• Leverage internal network of industry experts to strengthen knowledge of the industry, competitors, and customer business priorities.
• Leverage in-depth knowledge of Microsoft's offerings to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.

Requirements & Tech Stack

• Microsoft's product landscape, solutions, and strategy
• Microsoft technology
• Microsoft technology/services
• Microsoft solutions
• Microsoft business-value sales strategies
• Microsoft's innovative cloud offerings
• Microsoft's offerings

Qualifications

• Experience creating and leading strategies for high-impact/high-profile accounts.
• Experience building and expanding strategic networks of internal and external partners and decision makers.
• Experience developing an understanding of customers' industries and priorities.
• Experience identifying opportunities for optimizations and new digitalizations.
• Experience understanding customer drivers of business and technology transformation.
• Experience engaging internal teams to accelerate co-innovation and digital transformation.
• Experience cultivating and managing strategic relationships.
• Experience using Microsoft business-value sales strategies.
• Experience establishing strong alignment on long-term goals.
• Experience managing a sustainable, long-term business portfolio.
• Experience collaborating across organizations and partners to impact the broader ecosystem.
• Experience leveraging relationships with leaders to shape long-term strategic direction and influence business metrics.
• Experience expanding strategic customer relationships.
• Experience anticipating and resolving customer satisfaction issues.
• Experience developing strategies that showcase value added by Microsoft's offerings.
• Experience leveraging internal networks of industry experts.
• Experience sharing knowledge internally and influencing customers' business capabilities.
• Experience driving more competitive solutions.
• Experience enhancing account team growth.