Microsoft Solution Area Specialist - Artificial Intelligence AI Workforce 

Taiwan, Taoyuan City 

762434857

The DIB OU will directly manage and accelerate strategic and major DIB accounts across

Required Qualifications:

• Bachelor's Degree in Computer Science, Information Technology (IT), Business Administration, Information Security, or related field AND 2+ years experience in technology-related sales or account management
  • OR equivalent experience.
• 2 years of experience inIT/business decision making salesand/or consulting in the Enterprise segment, insight across Enterprise & SMC (Small Mid-Market Commercial) sales, Marketing, Partner and/or IT services functions, and be familiar with field needs to successfully drive a new program.

Other Requirements:

• Cloud Screening: Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.
• Citizenship & Citizenship Verification: This position requires verification of U.S citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government clearance.

Preferred Qualifications:

• The ability to obtain andmaintaina United States Security Clearance.
• Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 3+ years experience in technology-related sales or account management
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 5+ years experience in technology-related sales or account management
  • OR equivalent experience.
• Ability to drive conversations with Aerospace & Commercial Defense customers concerning.
  • DFARS 252.204-7012, NIST 800-171, NIST 800-53r4, NIST 800-88
• Coach customers to properly vet which environments are best suited for their compliance requirements by comparing and contrasting FedRAMP Moderate with FedRAMP HIGH, as well as DISA SRG L2, L4, L5, L6 for placement of controlled material.
• Experience leading multi-million-dollar deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing and legal team members
• Depth of competitive knowledge and a thorough understanding of the development of winning sales strategies and deal structure.
• Demonstrated leadership through effective coaching of field sales teams across management and Individual contributors.
• Experience selling solutions to global or multinational defense contractors, including across Australia, Canada, UK, US, New Zealand and North Atlantic Treaty Organization (NATO) partner countries.
• Ability to engage back towards corporate functions to resolve either internal or external blockers to drive sales and market growth
• Cybersecurity Maturity Model Certification (CMMC) 2.0

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Sales Execution

• isaligned with the customer's industry andturnsopportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of 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 andqualifynew opportunities. Collaborates with other teams (e.g., account teams) and services to buildpipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) todeterminethe quality of the opportunity and whether toproceed.
• Identifiesopportunities to drive consumption and grow business with existing customers byinitiatingconversations, 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,ensuresrapid and robust deployment plan at point of sale that isvalidatedby services and partners.
• Identifiescustomer 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.
• Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) toidentifyand engage with senior business decision makers at the customer's/partner's business.
• Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches less experienced 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 One Commercial Partner (OCP) 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.
• Initiates conversations with prospective customers/partners at events to expand external network. Acts as a lead inAI Workforce.
• Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors.

Sales Excellence

• Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
• Reviews feedback report and 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 accounts in the assigned territory.
• Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
• Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

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