Job Information
Microsoft Corporation Solution Assessment Specialist in Multiple Locations, United States
In US Small, Medium, Corporate (SMC) Solution Assessment, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SMC and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.
As a Solution Assessment Specialist, you will have the opportunity to improve buying confidence using objective environment data to align with Microsoft solution capabilities. This opportunity will allow you to engage customers in business value conversations, enable your personal network growth and development through team and partner collaboration and hone your selling skills and executive presence. This role is nearly 100% remote with the occasional on-site meeting to bring the team together for planning and collaboration.
The Solution Assessment Specialist’s primary role is to be the SMC account team’s resource using visualized data & insight to give customers confidence in their cloud migration decisions and to tell the story of the immense business value of migrating and modernizing with Microsoft.
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. Join us and be one who empowers billions!
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.
In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.
Responsibilities
Assessment
Leads pre-sales and pipeline generation efforts for a specific geography, segment, partner, or customer. Provides input into engagement identification for large-scale and/or strategic deals. Outlines framework for engagements within specific territories, often managing multiple engagements at a time. Determines orchestration, toolsets, and budget needed for an engagement kickoff. Aligns with and enables partners and/or suppliers to scale engagements.
Works closely with customer account executives for specific accounts/territories to deeply understand their history, infrastructure, and critical issues. Proactively engages in customer and accounting team research to gather insights for solution assessment planning. Connects information across previous projects to inform current engagement efforts. Provides recommendations for account planning and coverage.
Drives partners and/or suppliers to conduct discovery analyses and case studies. Oversees end-to-end solution assessment of first and/or third party tools, scanning the customer environment to see what is running and to locate all tool assets, deployed estate, and licensing entitlements. Works with partners to prove out results and quality of the analysis prior to reporting.
Implementation
Delivers plans with or through partners that are directly aligned to customers' migration and modernization goals. Determines and advises on the best assessment type to move plans forward; supports partners to land plans which drive consumption. Maps customer information to additional products which target desired outcomes and drive consumption. Determines correct and/or supplemental funding models to deliver assessments.
Presents solution assessment results and plan options back to customers directly with or indirectly through partners and/or suppliers, acting as a trusted advisor to consult on effective plan deployment. Advocates for advantages of modern tools and processes that cater towards customer needs. Helps partners and/or suppliers adjust messaging and tactics to communicate technical information clearly and accessibly (e.g., using storytelling, visualizations, imagery). Proactively communicates about the migration and next steps. Deepens understanding of their personal key performance indicators (KPIs) and general knowledge of their area/ subsidiary's KPIs using centralized reporting.
Advises on how to maximize solution assessments and migrate customers' current tools, identifying opportunities to incorporate business value analysis. Drives the deployment of solution assessments for their segment and/or target customer list. Ensures solution assessment plans include a deployment path and initial orchestration with selected deployment partner. Considers how to optimize return on investments. Integrates migration funding resources, and partner perspective to aid in deployment and/or to allow partners to extend work with customers.
Transitions post-assessment work to internal teams (e.g., Specialists) and migration partners. Connects internal teams with customers to continue building relationships (e.g., to check on ongoing progress and needs). May facilitate the design of centralized reporting to measure customer success. Ensures internal teams keep them informed, and raises critical concerns to determine how to mitigate or avoid future issues.
Collaboration
Develops a collaborative relationships with extended partners, suppliers, and/or assessment desk to execute solution assessments. Selects the right partners to work with customers; gains traction and alignment on which partner will own the engagement as well as critical plan components to prioritize. Facilitates partner onboarding and training (e.g., tools, warranty, priorities).
Builds relationships with a large group of global stakeholders, both internal and external (e.g., executive leadership, partners, field sellers). Works across stakeholders and cross-functional teams (e.g., marketing, business groups) to orchestrate and align on solution assessment components. Contributes to building a network of advocacy across the organization and partner community to promote solution assessment work using data-driven examples (e.g., sharing outcomes and customer win stories).
Strategy
Works closely with and connects across account teams and segment leadership to drive components of an area's solution assessment strategy. Adjusts strategy execution to deliver value to customers. May assess cloud-based demand generation in partnership with marketing team and business groups. Contributes to analyzing and selecting new accounts.
Drives solution assessment and cloud migration optimization. Deeply understands elements that drive consumption and customer migration triggers. Identifies aspects of customer organizations which drive cloud governance and multi-cloud consumption. Articulates the benefits of solution assessments and cloud-based adds to gain buy in for usage directly with customers. Considers how to increase cloud consumption and revenue growth by proving out technical and financial value of migration plans.
Demonstrates knowledge in solution assessment and cloud migration, including solution assessment discovery tools. Clearly articulates the business value in using various tools and/or Independent Software Vendors (ISV) Solutions. Refines and maintains sales perspective to identify, assess, validate, and influence customers' needs and vision. Begins to leverage technical knowledge to act as a thought leader and advisor to customers. Develops an awareness of trends in the market, competitors, and local/governmental influences.
Other
- Embody our culture and values
Qualifications
Required/Minimum Qualifications
5+ years solution sales or solution assessment consulting, or related experience
OR Bachelor's Degree in IT, Business, Finance, or related field AND 4+ years solution sales, technical sales, marketing, communications, licensing, or channel/business development experience
OR relevant certifications from Microsoft or similar platforms AND 3+ years solution sales, technical sales, marketing, communications, licensing, or channel/business development experience
OR equivalent experience.
2+ years experience of selling cloud infrastructure, platform or software solutions.
Additional or Preferred Qualifications
8+ years solution sales or solution assessment consulting, or related experience.
1+ year(s) experience with cross-group responsibilities (e.g., project manager for significant projects with cross-group/cross-country impact and membership).
Azure Fundamentals, AI Fundamentals, Security Fundamentals, Modern Workplace Fundamentals, or Dynamics certification(s), or other related independent cloud certifications.
Solution Assessment IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 per year. 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 $144,000 - $203,500 per year.
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 for the role until June 28, 2024.
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) .