The Specialist Team Unit (STU) is responsible for driving digital transformation projects across four solution areas in Azure. STU focuses on winning customers’ technical and commercial decision to purchase and consume Microsoft solutions and Azure services. STU leads the opportunity v-team, engaging various partners such as Technical Specialists, Account Teams, Customer Success, Global Partner Services, and Sales Enablement & Operations.

As a Solution Area Specialist, you will be a senior Infrastructure solution sales leader and you will uncover and qualify new leads while driving consumption with both new and existing customers. You will identify customer and market needs, orchestrating deals with multiple stakeholders and positioning Microsoft Azure Infrastructure services effectively in the competitive landscape. As a Solution Area Specialist, you will develop and manage pipelines for territory, forecast consumption, ask for resources needs, and meet with customers on site to deepen relationships and solution development.

You will spend 70% of your time on customer-facing activities driving sales conversations, 15% in internal meetings for collaboration and sales management and 15% for learning, delivering technical knowledge on stage, and development, i.e., learning about new technologies, process, market and competitive trends, etc. 

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

• Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded. 
• Perform ROI and TCO analysis and leverage various commercial offers and programs to build a compelling business case accelerating negotiations and deal closure. Drive to exceed quarterly and yearly revenue targets and other sales goals. Manage sales hygiene via accurate forecasting and deal updates within sales CRM. 
• As a subject matter expert, you leverage and share competitor knowledge across solution areas to inform decisions on pursuit or withdrawal. You mentor others and develop strategies for best practice sharing across subsidiaries. Additionally, you coach others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience.
• You manage the end-to-end business for strategic accounts across the organization, leading forecasting for accounts and developing a portfolio and territory plan to drive intentional selling with on-strategy engagements in high-propensity accounts. Finally, you mentor junior team members to support their growth and development.
• You play pivotal role in the v-team to orchestrate and collaborate with numerous teams both local and central and drive an end-to-end value selling from discovery to demonstrating and proving business value.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Be confident to deliver L100/L200 contents on Azure services to small and large audiences.