Microsoft Solution Area Specialists - App Innovation 

India, Maharashtra, Mumbai 

711399298

Required/minimum qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field and 10+ years technology-related sales or account management experience. Understanding of applications, developer tools, SDLC and cloud native technologies.

Additional or preferred qualifications 5+ years solution or services sales experience. Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field and 6+ years technology-related sales or account management experience or 7+ years technology-related sales or account management experience.

• Identifies customer business needs and Public Cloud 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.
• 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 and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.
• 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.
• Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.
• Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, 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, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
• Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities 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.
• Develop scalable, secure, and cost-effective cloud architectures using across hyperscalers, initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert for digital transformation and modernization engagements with customers.