Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
In SMC and Digital Sales, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.
The main goal of a **Microsoft Digital Technology Specialist (TS)** is to win the technical decision of customers to purchase and use Microsoft technology and cloud services. The TS is expected to both own and win customers' technical decisions, as well as find new opportunities through their contacts and engagements for Sales Specialists to pursue. As a TS, you work within a virtual team of technical, partner and consulting resources to help educate your customers at a technical level, demonstrate, and prove our solutions, and win the technical decision. Being part of this team will allow you to maintain and develop your deep technical expertise across Microsoft and non-Microsoft cloud-based technologies.
**Responsibilities**:
**Scale Customer Engagements**:
- Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team and helping lead sales strategy.
- Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers.
- Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, account teams), leveraging knowledge of processes (e.g., Managed Service Provider (MSP), Managed Certified Professional (MCP)), tools, and programs (e.g., FastTrack, End Customer Investment Funds (ECIFs)). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references.
- Leverages knowledge of resources (e.g., roles, Microsoft Technology Center (MTC), demo sites, virtual sites, Value Based Delivery (VBD), Customer Success Unit (CSU) and proactively engages product teams (e.g., engineering) to remediate escalated technical blockers by conveying impact and anticipating and addressing future potential blockers based on needs.
**Leverage Partner Ecosystem**
- Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and developing deep partner relationships.
- Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.
**Build Strategy**
- Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs.
- Works with local account and marketing teams to shape strategic win and customer success plans and tailors to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Where applicable, builds consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off.
***Solution Design and Proof**
- Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept (POC) sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business.
- Adapts and extends a