Consulting Solution Specialist- Data&AI

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Microsoft Industry Solutions Delivery is a global organization hosting over 6,000 strategic sellers, industry and security experts, elite engineers, world-class data scientists and architects, consultants, and delivery specialists. Together with our partners, we help Microsoft’s most strategic customers worldwide to address their specific challenges and provide comprehensive and industry-specific solutions that meet their unique needs.

Our organization is at the forefront of innovation, driving value across the entirety of the customers’ digital and AI transformation journey through repeatable and customized cutting-edge solutions powered by Microsoft Cloud and AI.

The Consulting Solution Specialist is speciliazed on the Data and AI soltuions and he/she will be accountable to our largest customers, orchestrating the whole account team, for the successful development and execution of transformational programs of work, strategy and planning definition, executive relationship management and Cloud Growth acceleration.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. 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. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world.

• Required/Minimum Qualifications
  Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND Proven years technology-related sales or account management experience or equivalent experience
• Proven years of consulting solution sales experience
• Demonstrated ability to influence and lead virtual teams
• Proven experience in Data and AI, including generative AI, large language models (LLM), and small language models (SLM)
• Fluency in both Italian and English

You will idendentify, qualify, lead, manage, and close strategic industry cloud opportunities on prioritized accounts aligned to documented customer business value and outcomes. Has in-depth knowledge of advanced cloud solutions and cross-check with the solutions of key competitors. Drives advanced workloads and usage. Accelerates Microsoft Cloud differentiation (Data and Generative AI) against competitors and wins more market share. Increases customer business value with advanced technology (Data and AI) and drives consumption.

Ensures all applicable leads and qualified opportunities are linked to customer priorities in the account plan. Maintains accurate Sales Stage, Forecast Recommendation (e.g., committed, committed at risk) and Due Dates in required systems of record (e.g., Microsoft Sales Experience [MSX]), in alignment with close plan. Consistently delivers on committed forecast recommendations. Coaches peers by providing guidance and tips on good practice for ensuring accuracy in deal commitment forecasting. Uses required tooling to report out the state of the business.

Drives discussions of terms and conditions (e.g., scope, milestones, price) with executive-level customer stakeholders (e.g., CFO, CEO, elected officials, board level) for opportunities in collaboration with the entire account team and customer through multiple iterations to ensure agreement. Maintains productive working relationships with those involved in negotiation, persuading others, and driving a positive atmosphere during difficult objections and discussions. Successfully leverages recognized techniques for handling difficult questions, overcoming objections, and respectfully challenging. Builds and executes negotiation activities into the close plan for the opportunity, based on guidance from broader team (e.g., business operations).

You will role model and demonstrate customer and partner obsession through customer business outcomes leveraging solution area expertise.(Data and Generative AI)

You will provide an impactful point of view (POV) where Industry Solutions Delivery (ISD) can accelerate consumption, aligned to solution area expertise into Account planning cycles.

You will work seamlessly with the wider account team, building and strengthening relationships across the Microsoft teams to drive consumption through Industry Solutions projects and programs.

You will continuously build sales expertise, learning and evolving Industry and solution knowledge to support customers and the wider one Microsoft team and investing in personal development.

You will champion and adhere to Microsoft processes and methodologies, on strategy selling, pipeline hygiene, logging and maintaining all opportunities (revenue and consumption) for Industry Solutions Delivery (ISD) opportunities, continuous qualification, Opportunity Review Board (ORB) submissions, close plan ownership.

As an experienced consulting specialist seller this role will give you the opportunity to accelerate your career growth, growing your solution area expertise, developing leads, qualification of strategic opportunities and ownership through to successful deal closure, leveraging cutting edge solutions for customers that grow cloud consumption.