Solution Area Specialist

What joining the Microsoft Team means

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.

AI is being woven into the workplace at an unexpected scale. 75% of knowledge workers already use AI at work today. Employees want AI, leaders are looking for a path forward. Microsoft is at the forefront of this transformation with Copilot. Microsoft Copilot will transform productivity for everyone—from sales and customer service representatives to IT pros and devs.

To support our customers on that journey, the AI Workforce Solution Sales Team is looking for someone who is passionate about how generative AI will define a whole new way of working. The AI Workforce Solution Specialist is an accomplished and experienced solution seller with a proven record of accomplishment of solution sales for a SaaS-based company, GenAI or similar technology. You should have a solid knowledge of cloud technology and a strong ability to advise our customers on how to use generative AI to transform business processes, organizations and products.

You will collaborate with technical & licensing experts to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.

Key Accountabilities

• Sales Execution: You will orchestrate a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close AI Workforce opportunities.
• Consultative Solution Sales: You will drive solutions sales best practices including but not limited to; discovery, building and crafting solution strategies that differentiate from the competition, challenging our customers with creative and innovative solutions.   
• Business Value Selling: You will foster and expand Microsoft’s relationships with customer business decision makers (BDMs). Collaborate alongside other sellers roles to identify and qualify new AI Workforce opportunities, engage with key business contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes.
• Scaling and Collaboration: You will lead the planning, orchestration, and execution of AI Workforce opportunities with internal stakeholders and partners to cross-sell and up-sell.
• Technical Expertise: You will lead AI Workforce BDM and ITDM (information technology decision maker) conversations, share best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.
• Sales Excellence: You will lead the planning for accounts across your territory, complete plans, and business analysis to pursue high-potential customers and manage AI Workforce solutions across the organization.
• Deliver Results and Model Microsoft Values: You will deliver results through teamwork, acts as role model for Microsoft´s values including treating others with fairness and respect.

Key Capabilities

• BMD presence: strong in leading conversations at BDM level, proven track record in getting commitment and orchestrating such stakeholder as sponsors along the sales cycle.
• Sales Execution: Skilled in leading BDM (outside of traditional ITDM) conversations with high-potential customers, building pipeline and developing and presenting solutions that meet customer requirements & strategy, and leading deal execution through closure.
• Business Value Selling: Skilled in building economic justification of AI Workforce solutions, assessing business opportunities and needs, and validating business value analysis with customers to drive intention to buy.
• Scaling and Collaboration: Skilled in identifying, leveraging, and coordinating a holistic, collaborative, and participative approach with internal stakeholders.
• Technical Expertise: Skilled in understanding AI Workforce solutions and products, developing strategies to share best practices across subsidiaries, collaborating with Global Black Belts (GBBs) and other stakeholders on compete scenarios and providing insights on future product trends and sales blockers.
• Sales Excellence: Skilled in collaborating with internal and external stakeholders on business planning, leading forecast, account, and territory plan discussions to drive intentional selling in high propensity accounts.
• Deliver Results and Model Microsoft Values: Skilled in identifying customers' operational needs and building account plans accordingly. Partnering and collaborating with internal/external stakeholders on related deliverables and work streams; models compliance to Microsoft´s  values and shows empathy and compassion.

Required Qualification:

• BSc/BA degree is required
• 1-3 years of selling cloud solutions, consulting services, or technical selling experience, preferably in the field of AI for enterprise customers
• Experienced in designing, value-selling, negotiating and finally landing cloud/AI deals
•  
• German & English business fluent

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

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.