Microsoft Solution Area Specialist 

Italy, Lombardy, Milan 

795018762

Required/Minimum Qualifications (RQs/MQs)

• Relevant technology-related solutions or services sales or account management experience​
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND echnology-related solutions or services sales or account management experience.​

Additional or Preferred Qualifications (PQs)

• Significant technology-related solutions or services sales or account management experience.
• OR Bachelor's Degree in Information Technology, or related field AND technology-related sales or account management experience

Sales Execution:

• Orchestrates a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close opportunities, drive a robust deployment, and remove blockers to consumption.
• Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Lads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams. Guides others on social selling. 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.
• 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.

Business Value Selling

• Proposes the proper solution tailored to the customer’s specific needs through an understanding of your customers’ business and technology priorities, governance, decision making and budgetary processes as they apply to each relevant customer’s business decision makers.

Scaling & Collaboration

• Leads sales orchestration to proactively drive deal closure by identifying and aligning internal stakeholders as well as leveraging and expanding relationships with partners.

Technical Expertise:

• Leads BDM and ITDM conversations, share best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.​

Sales Excellence

• Responsibles for prospecting, qualifying, solutioning and closing business in your assigned territory. You will manage the end-to-end sales including ensuring continuous engagements to ensure customer satisfaction and business value around delivery success of your assigned territory through intentional selling driven by customer research; account planning; compete planning; risk planning; outcome-based & business value selling; and forecasting and pipeline management to pursue high-potential customers and manage Unified solutions across the organization.

• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for Strategic and Major accounts across territories.