The Tech for Social Impact (TSI) Team is chartered with the mission of bringing the power of technology to every nonprofit and humanitarian organization to accelerate Social Good. This team brings together the company’s donation and grants programs, industry solutions, commercial sales efforts and partner ecosystems to empower nonprofits globally to address the world’s most pressing needs. This includes leading the “Digital Transformation for Social Impact” go-to-market, working with nonprofits to maximize their social impact through the power of Microsoft platforms. Fueling all this new work and investment is the aim to empower every nonprofit to do their best work to create inclusive and enduring positive impact throughout our communities. The TSI team is dedicated to making world-class cloud technology accessible and affordable, so that nonprofits can drive even greater impact.As the Digital Solution Specialist - Modern Workplace, you will be responsible for working with Business Decision Makers to listen and understand their unique business needs and where appropriate align how Microsoft technologies can help.You will orchestrate an extensive v-team covering multiple solution areas across Modern Workplace and Security, Compliance & Identity.The current priority solution areas are Digital Workforce, Employee Experience, Unified Communications, Refresh Your Devices, Zero Trust, Modernize Security & Defend Against Threats and Protect & Govern Sensitive Data.This position’s territory alignment includes Tech For Social Impact SMC US territories.ResponsibilitiesSales Execution:
Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.
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, account teams). Collaborates with account teams, partners, or services to track, qualify, and expand 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.
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 [GBBs]); or licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions.
Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
Implements strategies to help accelerate the closing of deals in collaboration with other team members.
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.
Scaling and Collaboration:
Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposals and consumption plans with partners.
Implements partner strategies to scale the business.Applies the orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging relationships with partners.
Technical Expertise
Researches competitor products, solutions, and/or services and collaborates with the "compete" global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication.
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.
Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
Participates in 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 (e.g., 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.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
Other
Embody our culture and values
QualificationsRequired/Minimum Qualifications
4+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience.
Additional or Preferred Qualifications :
5+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience
2+ years of solution sales or consulting services sales experience.
Digital Solution Area Specialists IC3 - The typical base pay range for this role across the U.S. is USD $28.80 - $63.37 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $48.37 - $69.18 per hour.Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay#CELA #TSIMicrosoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .