Solution Specialist

Zaventem, Belgium

The Sales Solution Specialist – Data and Artificial Intelligence is a client-facing sales role in which you’ll deliver our solutions in the field of Data & AI. This role is to identify new opportunities, generate revenue and increase market share. You’ll engage with Business Decision Makers (BDMs) and IT Decision Makers (ITDMs) and these interactions you will be leveraging the Microsoft Data Platform and Cloud (with AI capabilities)

 

Responsibilities

  • Effectively engage with the BDMs/ITDMs driving value-centric and solution-focused conversations to enable the discovery, qualification, acceleration and closure of opportunities.  
  • Develop a solid understanding of targeted customers’ business strategies, Line of Business (LOB) tactics and the IT initiatives they targeting to achieve their business goals.
  • Work with the extended account teams including Account Managers (AMs) and Services Executives and our partners during Account Planning to complete customer profiles, identify application/compete gaps, incorporate customer’s business priorities, and build a unified account/solution strategy and competitive differentiation.
  • Works closely with the BDMs to identify solution decision criteria, then orchestrates the virtual team to execute the plan to deliver against those criteria, taking an holistic approach as to; considering both 1st and 3rd party solutions.
  • Ensure engagements with key roles at the appropriate phase of the Microsoft Sales Process while continuing to manage the full opportunity life-cycle.
  • Manage and grow revenue within a diversified territory
  • Create and present deliverables (targeted to address identified customer needs and efficiently close opportunities.
  • Leverage knowledge of the customer’s environment, licensing programs, agreements, and offers to drive new data platform revenue, upsell, and renewals in collaboration with the AM and Licensing Sales Specialist (LSS). Understand financial aspects of licensing agreements and ensure adherence to contractual obligations
  • Drive positive Customer and Partner Experience (CPE) that can be leveraged in future

Qualifications

  • 3-5+ years of recognized and rewarded national or global selling software solutions to large enterprises - particularly Mission Critical Tier 1/OLTP, Business Analytics and Modernization solutions
  • Solid understanding of Microsoft server products and/or complementing/competing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors
  • Preferred Knowledge of the Belux Enterprise market
  • Preferred Knowledge of Enterprise market trends in technology, with a special focus on Digital Transformation trends (risk management, customer engagements and experience, operation excellence, etc.)
  • Solid understanding of Big Data technologies and evolutions of Information management market
  • Solid understanding of Cognitive Services and Machine Learning technologies 
  • Solid understanding of Business Intelligence technologies
  • Solid understanding of competitive Data Platforms, BI/DWH solutions and Cloud offerings
  • Demonstrated ability to successfully manage and grow revenues within a diversified territory
  • Demonstrated ability to identify, lead, and efficiently close large-scale, complex deals
  • Excellent communication skills, and the ability to persuade others through presentations, demonstrations, and written communications
  • Builds and leads virtual teams through influence and working toward a common shared outcome or goal
  • Bachelor’s Degree required, MBA/Master’s Degree preferred
  • Fluency in English, Dutch and French.
     

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