Digital Solution Area Specialists


Location: Atlanta, Georgia, Boston, Massachusetts, Charlotte, North Carolina, Chicago, Illinois, Fargo, North Dakota, Houston, Texas, Irving, Texas

Job Type: Full time


Show that gap who’s boss!
Women are 16% less likely than men to apply to a job once they’ve viewed it, but are 16% more likely to get hired after applying to a job.*
*LinkedIn Talent Solutions Gender Insights Report 2019

As an Azure Applications & Infrastructure Digital Specialist you will be a senior solution sales leader within our Small, Medium, and Corporate business, focusing on Enterprise accounts. You will be part of a team responsible for identifying and advancing the sales process as well as achieving/exceeding quarterly Apps & Infra usage/consumption targets and revenue in your assigned accounts.  You will work with customers to leverage Azure to help them achieve their business priorities and help guide customer’s journey through their Azure digital transformation. You will help customers evaluate their applications and business requirements, recommend solutions that meet their requirements and demonstrate these solutions to win the technical decision. You will need to support customers to remove roadblocks to deployment and drive customer satisfaction. You will help our customers take advantage of our unique platform to realize the value of digital transformation.

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.

The Small, Medium, and Corporate team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. Located in either a Digital Sales Center, or a local subsidiary, you will help our managed Enterprise customers across industries and territories to identify their needs and opportunities using the latest in digital selling technology. You will help customers get to the Microsoft Cloud with a focus on Applications and Infrastructure.


Discovers and qualifies new leads; drives consumption with existing customers. Identifies market and customer needs and collaborates with internal teams to propose solutions to meet those needs. Orchestrates deals across multiple stakeholder groups including partners. Collects and communicates feedback internally to address partner gaps and make joint proposals. Positions Microsoft solutions in competitive landscape through research and collaboration. Supports business planning for territory.

Proactively owns winning the technical decision of the customer. Leverages technical sales strategy and technical expertise to address customer digital transformation and align technology to customer business needs. Acts as a technical leader, key orchestrator and usage champion to maximize customer engagement and resolve technical blockers to a sales deal. Demonstrates Microsoft solutions to prove capabilities, presents reference architectures for client scenarios, and scales activities through partners. Implements action plans to promote usage of key products. that support customer’s business outcomes. Presents to and educates colleagues, customers, or partners at scale to enhance knowledge sharing on products or solutions. Acts as a key contributor to elevating customer’s technical intensity/capability, directly via demo/workshops or via partners. Develops deep relationships with key customer & partner technical leads and acts as the Voice of Customer at Microsoft.

Scale Customer Engagements

  • Engages with customer technical decision makers and anticipates customer needs and issues proactively through data gathering.
  • Uses knowledge of customer context and solution or portfolio expertise to build credibility with customers individually or at scale. Develops technical and market/industry knowledge.
  • Ensures technical wins for core technologies by driving technical discussions with customers. Improves customer interactions through feedback and observation.
  • Engages other internal resources (e.g., roles, Microsoft Technology Center, demo sites, virtual sites), mapping out and leveraging foundational resource knowledge for key areas of technology as needed to overcome technical blockers on assigned technology set.

Scale Through Partners

  • Engages in partner sell-with scenarios by contributing to the facilitation of technical engagements and partnering with colleagues to manage the sales process.

Build Strategy

  • Shares competitive insights from customer sessions with colleagues and escalates/resolves competitive situations to influence compete strategies.
  • Provides strategic, technical input based on Microsoft capability to contribute to strategy development, leveraging partner and internal teams.
  • Acts as the voice of the customer (VOC) by driving new feedback, blockers, insights, resource (e.g., OneList) items across communities so they can be added and prioritized.
  • Works with account teams to tailor Microsoft messaging to audience and captures and shares customer feedback using knowledge of specific Microsoft solutions and their context in a competitive landscape.
  • Collaborates with team members to monitor and analyze customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes. Identifies opportunities to promote usage.

Solution Design and Proof

  • Identifies and applies existing demonstration assets. Demonstrates and oversees demonstrations (e.g., architectural design sessions [ADS], proof of concept [POC] sessions) of solutions based on specific Microsoft products through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment. Reviews partner demonstrations and provides feedback to ensure alignment with Microsoft standards.
  • Presents and applies reference architectures across technologies/solution areas to partners or customers for their technology sets.
  • Expands awareness of and begins practicing digital transformation sales methodologies (e.g., challenger sales).

Technical Leadership

  • Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture.
  • Conducts group training or one-to-many events (e.g., workshops, Webinars) or leverages existing scale enablement programs to present and educate customers and colleagues on the capabilities and benefits across Microsoft solutions/products.
  • Monitors and responds to internal and external tech community posts, attends community calls, sessions, hackathon, etc., and acts as a mentor for their technology area. Contributes and participates in Customer Executive Briefing Center sessions. Shares best practices internally on community calls and drives recognition of Microsoft cloud solutions through presentations and engagements with external audiences.



Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Required/Minimum Qualifications

  • 6+ years of technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications

  • 8+ years of technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience
  • OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience
  • 3+ years of solution sales or consulting services sales experience.


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