Microsoft Corporation Sales Solution Specialist Data and Artificial Intelligence in Other, Italy
The Sales Solution Specialist – Data and Artificial Intelligence delivers solution opportunity revenue and market share by providing Business Decision Maker (BDM)/IT Decision Maker (ITDM) with insights and solutions leveraging the Microsoft Data Platform and Cloud to meet their Mission Critical Tier1/OLTP, Business Analytics and Modernization solution needs.
Effectively engage with BDM/ITDM using insights selling to drive value-centric, solution-focused conversations to enable the discovery, qualification, acceleration, and closure of opportunities. Develop a solid understanding of targeted customers’ business strategies, Line of Business (LOB) tactics and the IT initiatives they targeting to achieve their business goals.
Work with the extended account teams including; Account Manager (AM) and Services Executive and partners during Account Planning to complete customer profiles, identify application/compete gaps, incorporate customer’s business priorities, and build a unified account/solution strategy that drives customer value and competitive differentiation.
Works closely with the customer decision makers to identify solution decision criteria, then orchestrates the virtual team to execute the plan to deliver against the criteria (considering both 1st and 3rd party solutions).
Ensure engagements with key roles at the appropriate phase of the Microsoft Sales Process while continuing to manage the full opportunity lifecycle.
Manage and grow revenue within a diversified territory
Create and present deliverables (targeted to address identified customer needs and efficiently close opportunities.
Leverage knowledge of the customer’s environment, licensing programs, agreements, and offers to drive new data platform revenue, upsell, and renewals in collaboration with the AM and Licensing Sales Specialist (LSS). Understand financial aspects of licensing agreements and ensure adherence to contractual obligations
Drive positive Customer and Partner Experience (CPE) that can be leveraged in future
3-5+ years of recognized and rewarded district, national, or global selling software solutions to large enterprises - particularly Mission Critical Tier 1/OLTP, Business Analytics and Modernization solutions
Solid understanding of Microsoft server products and/or complementing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors.
Preferred Knowledge of the Italian Enterprise market
Preferred Knowledge of Enterprise market trends in technology, with a special focus on Digital Trasformation trends (risk management, customer engagements and experience, operation execellence, …. ).
Solid understanding of Big Data technologies and evolutions of Information management market.
Solid understanding of Cognitive Services (i.e. Azure, AWS, Google,I BM) and machine learning technologies (R, Python, SPSS, ..)
Solid understanding of Business Intelligence technologies (i.e. Cognos, Microstrategy, SAS VA, Power BI, Lumira, SAP BO …
Solid understanding of competitive Data Platforms (i.e. Oracle, IBM, MySQL), BI/DWH solutions and Cloud offerings (i.e. AWS)
Demonstrated ability to successfully manage and grow revenues within a diversified territory
Demonstrated ability to identify, lead, and efficiently close large-scale, complex deals
Excellent communication skills, and the ability to persuade others through presentations, demonstrations, and written communications.
Builds and leads virtual teams through influence and working toward a common shared outcome or goal
Bachelor’s Degree required, MBA/Master’s Degree preferred
Fluency in English language
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