Solution Area Specialist

2 giorni fa

Milano, Italia Microsoft A tempo pieno

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 an Education Azure Specialist, you will be**:
- Expanding strategic education customer relationships to drive larger impact and targeted business growth and drive the jointly agreed customer multi-year Digital Transformation business strategy through articulating Microsoft's Azure Infrastructure offerings, delivering agreed outcomes while leading a virtual internal and external team with the customer and partners
- Bringing innovative ideas that showcase case for change and Microsoft's unique value proposition for education with Azure Infrastructure offerings
- Work with customers to leverage data to help them achieve their business priorities and help guide customer's journey through Analytics-led Azure Data transformation.
- Mobilizing, orchestrating, mentoring and leading the Microsoft Account Team, partners and customer in order to help solidify the path to the complex yet exciting journey that is Digital Transformation
- Selling education services and solutions that:
- Drive Azure as the cloud for education, especially in higher edu and academic research but not forgetting secondary and vocational schools by establishing strategic design wins across top research institutions.
- Grow awareness/usage of the Microsoft Cloud to close talent gap of students, researchers and faculty/instructors on Azure/Cloud
- Ensuring customers have a cloud infrastructure modernization strategy and their technical environments are "Cloud Ready"
- Establishing Microsoft as a leader in education transformation and future ready skills championing Microsoft's mission to empower every student by supporting education future-ready skills focus across the spectrum of our audience engagements, from high level conversations on skills/employability with leaders, to getting students excited about computer science, and empowering students to graduate with industry recognized skills**Responsibilities**:**
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 one or more solution areas, in collaboration with partners and services.
Creates guiding examples of 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).
Collaborates with account teams, partners, or services to track and qualify 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).
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.
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 (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 and up-sell and more then anything scale in a thinned resource organization.
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 (e.g., Enterprise Operating Unit).
Navigates the MSFT organization to b

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