Overview
As a Digital Solution Area Specialist (DSSP) in the Small Business Segment (SMB) within the Azure Solution Area, you will be a trusted technical advisor to our customers, driving Azure adoption and consumption. You will lead technical engagements, design scalable cloud solutions, and guide customers through their digital transformation journey using Microsoft Azure. This role is customer-facing and requires a blend of technical expertise, business acumen, and a passion for helping small businesses succeed in the cloud.
Responsibilities
* Segment and Success Metrics: This role is part of Microsoft’s Small, Medium, Enterprise & Corporate (SME&C) segment, working primarily with digital natives, enterprises, and small businesses that maintain a direct relationship with Microsoft. Success is measured by net-new revenue contribution; workload adoption and expansion across the assigned portfolio.
* Territory And Opportunity Management: Digital Solution Area Specialists are aligned to a defined set of accounts and are responsible for identifying net-new project opportunities, accelerating existing engagements, and driving solution-based outcomes within this portfolio in partnership with Digital Cloud Solution Architects that own these accounts.
* Sales Execution: Engage in conversations with customers to introduce how other Azure workloads could enable digital transformation aligned with the customer’s industry. Drive opportunities into deals with a deep understanding of the customer’s business and priorities, and by collaborating with partners and services. Create guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement.
* Collaborate with team members to discover new opportunities. Drive incremental revenue growth through personal campaigns or internal sources. Collaborate with account teams, partners, or services to track, qualify, and expand new opportunities. Build pipeline and interface with customers to establish relationships via social selling. Apply Microsoft’s sales process (MSP) to determine opportunity quality.
* Identify opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams. Ensure rapid and robust deployment plans at point of sale that are validated by services and partners. Identify and remove blockers to consumption by partnering with internal and external stakeholders.
* Identify customer business needs and technology readiness. Contribute to developing solutions with internal teams, partners, and services. Propose prioritized solutions that align with customer needs and articulate the business value of proposed solutions.
* Proactively build external stakeholders' mapping. Collaborate with account teams to engage senior business decision makers at the customer’s/partner’s business.
* Implement strategies to accelerate deal closing. Contribute input on strategies to drive and close prioritized opportunities. Coach less experienced team members in deal plan execution. Implement close plans to map timelines, engage the customer, gain buy-in and commitment, and drive predictable deal closure.
Scaling and Collaboration
* Apply the orchestration model to proactively drive deal closure by identifying internal stakeholders and expanding relationships with partners.
Technical Expertise
* Collaborate with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and position Microsoft accordingly. Provide analysis of the competitive landscape and evaluate opportunities to pursue or withdraw.
Sales Excellence
* Collaborate with stakeholders and resources, leverage customer insights, and explore business and emerging opportunities to optimize the portfolio and support customer innovation.
* Review feedback, coach others on customer/partner satisfaction, and establish recovery action plans to improve the client experience. Manage sales and delivery success through the account and pursuit teams.
* Engage with internal and external stakeholders on business planning and rhythm-of-business (ROB) meetings to plan for accounts in the assigned territory.
* Collaborate with extended sales teams, partners, and marketing to conduct business analysis and pursue high-potential customers, developing a target list of potential business.
* Manage the end-to-end business of the assigned territory; conduct forecasting and develop a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
Other
* Embody our culture and values.
Qualifications
Required/Minimum Qualifications
* Technology-related sales or account management experience.
* OR Bachelor's/Master's Degree in Information Technology, Business Administration, or a related field AND technology-related sales or account management experience.
Additional or Preferred Qualifications
* Solution sales or consulting services sales experience.
* Fluency in Polish and/or Czech.
Microsoft 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.
Seniority level
Not Applicable
Employment type
Full-time
Job function
Design, Art/Creative, and Information Technology
Industries
Software Development
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