Digital Solution Area Specialist

Overview

Microsoft has a longstanding commitment to global corporate philanthropy, having donated over $2.5 billion since 2016 in cash grants, software, hardware, and cloud technology to hundreds of thousands of nonprofits. The Tech for Social Impact (TSI) team, now part of Microsoft Elevate, is dedicated to making world-class cloud technology accessible and affordable for nonprofits. The Microsoft Elevate Group is investing in expanding this impact by integrating donation and grant programs, commercial sales, and a partner ecosystem to empower nonprofits globally.

As a Digital Solution Area Specialist, you will drive digital transformation conversations with customers across multiple solution areas, leveraging a deep understanding of their business priorities. This role involves collaboration with account teams, partners, and services to qualify and expand new opportunities, develop and articulate solutions, and contribute to strategies for deal closure. You will work with One Commercial Partner (OCP) to cross-sell, up-sell, and co-sell, orchestrating efforts to drive success. Additionally, you will analyze the market landscape, explore emerging opportunities, and manage sales and delivery success through internal and external stakeholders.

Responsibilities

This role encompasses several key areas:

• Sales Excellence: You will collaborate with partners and resources, leveraging customer insights and industry knowledge to identify and optimize business opportunities, especially focusing on customer innovation. You'll work with extended sales and marketing teams for business analysis, target high-potential customers, and develop territory plans. Managing the end-to-end business of your assigned territory, you will conduct forecasting and ensure customer satisfaction through recovery action plans.
• Sales Execution: Discover and drive new opportunities and incremental revenue growth through personal campaigns and internal sources. You'll collaborate with account teams, partners, or services to track, qualify, and expand new opportunities, building a robust pipeline. Engaging with customers to introduce digital transformation areas aligned with their industry, you'll articulate the business value of proposed solutions and identify customer needs and technology readiness. Proactively building external stakeholder maps, you'll engage key business decision-makers. You will also identify opportunities to drive consumption with existing customers, ensure robust deployment plans, and facilitate the removal of blockers to consumption, implementing strategies to accelerate deal closure.
• Scaling and Collaboration: You will collaborate with One Commercial Partner (OCP) and a network of partners for cross-selling, up-selling, and co-selling. This includes identifying and supporting onboarding new partners, providing feedback to OCP, developing joint proposals, and contributing to partner strategies to address capability gaps. You'll apply an orchestration model to proactively drive deal closure by aligning internal stakeholders and expanding partner relationships.
• Technical Expertise: Collaborating with global black belts (GBBs), you will analyze competitor products and solutions, implementing strategies to position Microsoft effectively. You'll proactively analyze the market landscape in your supported solution area, evaluating opportunities for pursuit or withdrawal.

Qualifications

To be successful in this role, candidates typically possess:

• Bachelor's Degree in Information Technology, Business Administration, or a related field AND solid demonstrable experience in technology-related sales or account management. OR extensive experience in technology-related sales or account management.
• Proficiency in using Microsoft Office Suite (e.g., Word, Excel, PowerPoint, Outlook) and other Microsoft tools such as Teams and SharePoint.

Additional Or Preferred Qualifications:

• Master's Degree in Business Administration (e.g., MBA), Information Technology, or a related field AND demonstrable experience in technology-related sales or account management. OR Bachelor's Degree in Information Technology, or a related field AND solid demonstrable technology-related sales or account management experience. OR extensive proven experience in technology-related sales or account management experience.
• Experience in solution sales or consulting services sales experience.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Key skills/competency

• Digital Transformation
• Solution Sales
• Partner Collaboration
• Business Development
• Sales Strategy
• Customer Engagement
• Account Management
• Forecasting
• Go-to-Market Strategy
• Cloud Technology