Digital Solution Area Specialists (Apps & Infra) - Enterprise Acquisition
Gurgaon, Haryana, India
3d ago

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.

The Digital Sales organization is an organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses.

This organization is at the forefront of establishing a new sales model leveraging modern technology and big data and analytics to drive impactful demand response and targeted sales coverage.

The Solution Specialist role is focused on working with Microsoft’s account teams to identify and drive opportunities in targeted workloads.

The key goal of this role is to increase incremental sales volume of Microsoft Azure, through the generation of new opportunities that result in additional customer revenue.

As a Solution Specialist, you will work closely with Sellers and Partners to plan and execute account coverage and campaign strategies to unlock new sales opportunities.

The role is adept at understanding the needs and process pains of customers to identify opportunities where Microsoft solutions can add long-term value.

You will have the exciting opportunity to be responsible for serving as the cloud computing subject matter expert for customers, fostering a positive and collaborative experience for prospects to evaluate, engage


The Azure Specialist for Customer acquisition is a hunter solution sales professional within our enterprise sales organization, focused on bringing on new managed customers onto the Azure platform.

As part of this role you will help realize the Company’s key strategic focus to increase our customer base of Azure Enterprise customers.

You will need to cover a large sales territory by profiling customers and using intelligence to prospect effectively, identifying new Azure opportunities and driving rapid Azure adoption.

To achieve this, you will need to partner with our marketing and partner counterparts to leverage every avenue available to support acquisition at scale.

You will lead the collaboration of the virtual team of technical, partner and consulting resources to advance the sales process and achieve / exceed Azure new customer acquisition targets, as well as Azure sales and usage / consumption targets in your assigned accounts.

You will build and maintain relationships with customers, influence long-term strategic direction and drive engagement with senior level contacts, software developers and IT architects.

You will help customers evaluate our cloud platform for their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.

  • 40% of your time will be spent with customers identifying and surfacing new engagements that align with the customer’s business strategy.
  • You will work with partners and others at Microsoft, as well as use our core tools, targeted account lists to identify and engage prioritized customers.

  • 40% of your time will be spent on using Challenger sales techniques to bring ideas to customers, show how Azure can transform our customers’ businesses and convince customers to act now.
  • You will achieve this by positioning Microsoft’s technical leadership to become a trusted advisor and drive migration and innovation solutions.

    You will work with a team of Microsoft experts and partners to lead presentations, demonstrations and architecture design sessions with the objective of driving rapid adoption of Azure.

    Importantly, this adoption will need to result in tangible business outcomes to ensure customers continue to grow their Azure footprint into the future.

  • 20% of your time will be spent on managing your territory as a business and investing in your own skills to remain top of your game.
  • You will stay sharp, attaining and maintaining required certifications. You will be recognized for sharing, learning and driving individual work that all result in business impact for customers, partners and within Microsoft.

    We encourage thought leadership and leadership from every employee and we encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness.


  • 4+ years’ experience selling cloud services or application development services to large / global enterprise customers with a focus on cloud application modernization, cloud data services and cloud infrastructure technologies preferred
  • Account Management. Effective territory / account management : planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, services / partner engagement, opportunity management and pipeline management required
  • Executive Presence. Experience and expertise selling to LOB decision makers, technical decision makers & enterprise solution architects by aligning & reinforcing the value of the solution to the customer’s overall business pain and / or strategic opportunities and decision criteria preferred
  • Problem Solver. Ability to solve customer problems through cloud technologies, specifically solutions related to cloud native apps containers & serverless, microservices, migration to cloud, Hybrid cloud, datacenter infrastructure modernization, DevOps / DevTest required
  • Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead virtual teams through influence required
  • Technical

  • Cloud Platform. Understanding of cloud platforms including Azure platform services, hybrid cloud technologies, developer tools and services and / or complementing solutions.
  • Requires the ability to engage with developers and IT architects as trusted advisors. Requires the ability to articulate and present the business value of Microsoft's Azure apps and infrastructure related cloud solutions and have firm understanding of Microsoft's strategies and products relative to major competitors required

  • Leadership. Experience leading large cloud deals especially those involving Application portfolio modernization and migration, and effectively leveraging the right partners and Microsoft engineering resources preferred
  • Competitive Landscape. Knowledge of enterprise software solutions and cloud platform competitor landscape preferred
  • Bachelor's Degree or equivalent work experience required
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