Solution Area Specialist, AIWF

About the Role

Solution Area Specialist - AIWF for the ITES segment, focusing on AIWF, Copilot, and Cowork.

Key Responsibilities

• Customer Engagement:
• Lead discussions with customer stakeholders and decision makers to identify, qualify, prioritize, and accelerate sales opportunities.
• Assess and qualify sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies.
• Participate in strategy development for driving and closing significant value opportunities.
• Collaborate across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs.
• Utilize best practices to earn customer buy-in, secure deals, and mitigate risks.
• Drive sales strategies tailored to each customer's security priorities, emphasizing secure, AI-powered transformation.
• Review and translate customer and partner feedback to establish recovery action plans.
• Develop relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals.
• Drive partner teams, resources, and relationships to activate co-selling strategies and partner attach to each opportunity.
• Drive partner organization connections (e.g., GPS) to accelerate customer value realization.
• Sales & Pipeline Management:
• Engage in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meet sales targets, using AI-powered analytics and forecasting tools.
• Maintain sales and/or consumption pipeline hygiene to enable tracking and achieve assigned sales metrics.
• Lead usage and/or consumption pipeline hygiene to actively monitor adoption trends and identify intervention opportunities.
• Analyze business and emerging opportunities to improve the customer portfolio and encourage customer innovation.
• Leverage technology (e.g., AI sales agents, automation, Power Platforms) to drive growth.
• Utilize propensity, renewal, consumption, and usage data to prioritize sales strategy.
• Optimize partners assigned to each account/opportunity for handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner).
• Sales Strategy:
• Leverage whitespace analysis and partner insights to identify business opportunities and market gaps.
• Utilize AI-driven market intelligence tools to assess trends and insights.
• Evaluate and disseminate market intelligence, trends, and insights across the team.
• Leverage established market analysis approaches.
• Act as a point of contact and collaborate with internal stakeholders to drive customer success.
• Engage with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities.
• Incorporate and reinforce security principles in customer interactions and pursuits.
• Evaluate solution areas and markets to develop insights aligning sales plays with customer business priorities, incorporating AI-driven predictive analytics.
• Partner across teams to propose solutions and strategies aligned with customer business objectives.
• Identify and address gaps, driving market engagement and sales execution.
• Support the development of solutions to enable AI- and cloud-driven transformations, emphasizing the integration of cutting-edge AI technologies and cloud services.
• Leverage established strategies and engage in conversations to distinguish Microsoft’s offerings.
• Serve as a trusted advisor for customers, guiding the adoption of technologies and solutions that align with their goals and drive digital transformation.

Qualifications

• Cultivating Strategic Partnerships:
• Orchestrate and maintain strong business relationships and partnerships.
• Nurture executive relationships to establish credibility as an active listener and trusted advisor.
• Manage relationships and project executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders.
• Maximizing Business Opportunities:
• Leverage a deep understanding of businesses, their needs, and opportunities across market, industry, and competition.
• Manage and prioritize business development opportunities through market and industry analysis, recognizing customer needs, qualifying opportunities, and identifying how solutions can drive growth and innovation.
• Optimizing Account Operations:
• Manage and optimize sales accounts through strategic decision-making, understanding of sales cycle timeframes, and leveraging advanced tools, programs, and insights.
• Orchestrate opportunities and deals by developing tailored sales strategies that drive successful business outcomes and maximize customer value realization.
• Selling Solutions:
• Demonstrate value, persuasively negotiate mutually beneficial agreements, and consult with stakeholders.
• Creatively navigate the sales process using storytelling to envision transformation with the customer, connecting anecdotes, data insights, and technical value.
• Strategically Managing Sales Pipelines:
• Analyze business needs and market dynamics, gather and analyze relevant customer, partner, and competitor insights and trends.
• Manage and inform change processes for current and future customers to advance and optimize sales pipelines.