Solution Area Specialist (Data & AI)
Microsoft
Athens, Attica, Greece
πριν από 2 μέρες

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

As a Data & AI Specialist, you will be a solution sales leader within our corporate sales organization working with clients in Greece, Malta & Cyprus.

You will lead & operate in the matrix via a virtual team of technical, partner and consulting resources to advance the sales process and achieve / exceed solution sales and usage / consumption targets for related workloads in your assigned accounts.

You will help our clients unlock the potential of remote & secure work, helping their employees communicate, collaborate and maximize productivity.

Sales Execution

  • 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 Data & AI area, in collaboration with partners and services.

    Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.

  • Collaborates with the account team to discover new opportunities. Drives incremental revenue growth through personal campaigns portfolio analysis), internal sources and available programs.
  • Collaborates with account teams, partners, or services to track and qualify new opportunities. Interfaces with customers and builds relationships via social selling.

    Applies Microsoft's sales process (MSP) to qualify and mature opportunities.

  • 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 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.

  • Identifies customer 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 Account Executives) to identify and engage senior business subject matter 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 junior team members in deal plan execution. Implements close plans 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 Global Partner Solutions (GPS) 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 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 subject matter expert in Data & AI and Azure in total.
  • 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 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 and sales plays.
  • Completes required training and obtains relevant product and role certifications aligned to the role and workload / industry.
  • Qualifications

  • Several years of technology-related sales or account management experienceOR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND technology-related sales or account management experience.
  • Experience driving new sales and customers using innovative approaches, leveraging joint partnership events or networking, ideally within Data & AI.
  • Fluent English is required for the role.
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