Digital Solution Area Specialist - Azure

As a Digital Solution Specialist (DSSP) for India in the Small Business Segment (SMB) within the Azure Solution Area, you will be a trusted technical advisor to our customers, driving Azure adoption and consumption. You will lead technical engagements, design scalable cloud solutions, and guide customers through their digital transformation journey using Microsoft Azure.This role is customer-facing and requires a blend of technical expertise, business acumen, and a passion for helping small businesses succeed in the cloud.

As a Digital Solution Specialist (DSSP) in the Small Business Segment (SMB) within the Azure Solution Area, you will be a trusted technical advisor to our customers, driving Azure adoption and consumption. You will lead technical engagements, design scalable cloud solutions, and guide customers through their digital transformation journey using Microsoft Azure.

This role is customer-facing and requires a blend of technical expertise, business acumen, and a passion for helping small businesses succeed in the cloud.

Segment and Success Metrics:

• This role is part of Microsoft’s Small, Medium, Enterprise & Corporate (SME&C) segment, working primarily with digital natives, enterprises, and small businesses that maintain a direct relationship with Microsoft.
• Success is measured by net-new revenue contribution; workload adoption and expansion across the assigned portfolio.

Territory and Opportunity Management:

• Digital Solution Area Specialists are aligned to a defined set of accounts and are responsible for identifying net-new project opportunities, accelerating existing engagements, and driving solution-based outcomes within this portfolio in partnership with Digital Cloud Solution Architects that own these accounts.

Sales Execution

• Engages in conversations with customers to introduce how other Azure workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple Azure workloads, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement.
• Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams). Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.
• Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
• Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.
• Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.
• Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches less experienced team members in deal plan execution. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration

• Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.

 Technical Expertise

• Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position