As a **Digital Solution Area Specialist - Azure Infrastructure** in the Small Business Segment (SMB), 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 proficiency, business acumen, and a passion for helping small businesses succeed in the cloud. 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. **Responsibilities** **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 directly covering SMB Accounts. + 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. + Collaborate with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns. Connect with other (DCSA members) (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams). Collaborate 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. **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 Proficiency** + Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. **Sales Excellence** + Collaborates with stakeholders and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. + Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. **Other** + Embody our culture and values **Qualifications** Required Qualifications + Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience OR 4+ years of technology-related sales or account management experience. + Experience in selling complex, cloud-based solutions to SMB(Small Medium Business) customers. + Experienced in facilitating technical conversations and presenting product/solution overviews. + Experience in Cloud & AI market and compete solutions Preferred Qualifications + 5+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience + 2+ years of solution sales or consulting services sales experience. + Proven self-starter able to work towards delivery of goals as best practices are being developed + Ability to work with Partners. + Cloud & AI industry experience as well as Microsoft Azure portfolio knowledge + Proven sales and negotiation experience. Digital Solution Area Specialists IC3 - The typical base pay range for this role across the U.S. is USD $30.53 - $64.62 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $48.37 - $69.18 per hour. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay Microsoft will accept applications and processes offers for these roles on an ongoing basis. Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .