Digital Technical Specialist - Cloud Acquisition -


September 14, 2021

As a Digital Technical Specialist, you will be joining the Digital Sales organization leveraging cutting edge, industry-leading, virtual engagement tools and best practices with data-first analytics to generate customer-centric business applications demand and land new logos. You work remotely with a geographically dispersed sales pursuit team.
You will be a technically intense workload digital technical seller within the Microsoft sales organization working with our most important customers. You play a key role in the total sales cycle by helping customers with their end-to-end business transformation needs through conceptualizing, designing and demonstrating solutions mapped to business value within your workload. Executing with excellence you will collaborate across the sales opportunity journey with the Business Applications sales team, Microsoft partners and ISVs, other Technical Specialists and our Customer Success team.
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Who We Are Looking For
To excel in the Digital Technical Specialist role you must have the following traits and abilities:
Technically Intense Workload Technical Seller
- Demonstrating experience in your workload to customers within a team of remote virtual sellers through functional, technical and process-level knowledge using the latest digital tools and techniques.
Strategic & Proactive Pursuit Team Member -
Strategic thinker with proactive engagement throughout the pursuit sales cycle; removes blockers, challenges the status quo, unblocks design/technical stale mate, brings clarity from ambiguity by displaying a growth mindset.
Technical Team Collaborator
– Collaborates with a geographically dispersed pursuit team of technically intense workload peers including other Technical Specialists with expertise other than yours, co-sell partners, and Independent Software Vendors to design and virtually demonstrate a solution that maps business value with the end-to-end business transformation needs of the customer.
Customer-centric Solution Designer - Customer-centric solution designer that employs Design Thinking principles focusing on customer business outcomes.
Differentiated & Business Value/Outcome-driven Demonstrator
– Remotely demonstrates solution capabilities and associated business value addressing customer business decision maker persona needs/pains. Clearly articulates Microsoft competitive differentiation and the value of Business Applications workload solutions. Responsibilities

Job Responsibilities

The Digital Technical Specialist
is a key member of the Business Applications Digital Sales pursuit team focused on driving demand and sales growth in managed accounts. These technical sellers are strategic thinkers, proactive problem solvers and technical solution roadblock resolvers who display a growth mindset with functional and technical knowledge in their workload.
The following are the role responsibilities for the Microsoft Business Applications Technical Specialist:
Assist Digital Sales Representative in Crafting Solution and RFI Response:

  • Assist Digital Sales Representative in crafting customer-centric solution leveraging Co-Sell partner resources by assembling and collaborating with a technical pursuit team that may include ISV components. Deliver compelling RFI response.

Design Customer-centric Solution Aligned to Business Value

  • Work with technical pursuit team securing customer agreement to the solution design aligned to agreed outcomes/digital transformation journey focusing on business value.

Deliver Customer-centric Demonstration Aligned to Solution Design and Business Value

  • Receive a standing ovation by delivering a compelling solution demonstration highlighting Microsoft competitive differentiation and is aligned to the designed customer-centric solution with business value impact.
  • Ensure demonstration follows Tell-Show-Vision model and has an end-to-end view building opportunities for seeding and expansion after initial sale.

Work with Customer Success/Partner Team on Deployment Plan Mapped to Solution Key Performance Indicators

  • Assist Digital Sales Representative if required in reviewing licensing proposal. Collaborate with Customer Success team and partner to ensure a customer-agreed deployment plan with key performance indicators.


Minimum 2+ Years’ Experience:

  • Applicable workload experience with one or more of the following: technical presales, post-sales consulting or relevant company/customer IT application implementation or management.
  • Driving and designing a solution strategy as part of the overall opportunity discovery and lifecycle.
  • Working across and in collaboration with virtually-dispersed technical pursuit teams designing cloud-based solutions for company or customers.
  • Success working virtually with customers in presales or consulting engagements related to business applications workloads. This may include stakeholders within your company
  • Proven success demonstrating differentiated solution value and Microsoft competitive advantage.
  • Delivering online/virtual technical workload demonstrations to strategic decision makers
  • Desirable but not required – workload certifications/degrees.

Strong understanding of:

  • Business solutions (CRM/ERP) workload experience in one or more of the following: Sales, Marketing, Customer Service, Field Service, Supply Chain, Manufacturing, Retail/Commerce and/or Finance and how these solutions help customers achieve their desired business outcomes.
  • Business value selling methodologies and practices mapped to customer or company persona pains/issues to uncover customer’s stated and unstated needs.
  • Commercial cloud offerings, ideally Microsoft’s cloud platform, as well as competitive knowledge of other business applications solutions and related ecosystems.

Desired skills:

  • Excellent virtual presentation and communications skills across various customer stakeholders; experienced online storyteller.
  • Comfortable working within a digitally-equipped sales organization engaging virtually with customers throughout the sales process.
  • Customer-centric mindset with demonstrated passion for delivering customer value.
  • Ability to bring innovative technical solution ideas to customer problems.
  • Experienced problem solver able to thrive in a fast-paced environment.
  • Growth mindset, insatiably curious, always learning and welcoming of challenges for the opportunity to grow.
  • Bachelor’s degree or relevant work experience.

Your Onboarding Process

Microsoft provides extensive world class onboarding & readiness designed to help you extend your existing technical workload skills with Microsoft Business Application product knowledge. You’ll attend an in-depth onboarding program designed to help you become a technical expert in your Business Applications workload.
Our onboarding program will give you the knowledge and resources necessary to deliver successful customer solution designs and presentations as you start your exciting next career step at Microsoft!
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.