Solution Area Specialists

The reinvention of business processes and technology is a growth engine for Microsoft cloud services. The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization in the rapidly evolving Digital Age.

As a Solution Area Specialists - Federal public sector. you will play a pivotal role in driving end-to-end business transformation within Canada’s Federal business. You bring extensive experience in managing complex, high-value relationships within these industries and have a proven track record of leading large-scale, transformational sales engagements. With a background in navigating stakeholder environments, you also bring well-established networks and familiarity in selling CRM, ERP, and Low Code platforms. You will help them achieve their business goals by bringing industry-relevant business value insights and leading solutions to enable their end-to-end business transformations. You are comfortable orchestrating across internal teams, partners, and services organizations to deliver integrated solutions, while navigating sector-specific budget cycles and regulatory frameworks to achieve mutually beneficial outcomes in complex, matrixed environments. You will organize and lead the entire sales process, from territory and account planning to closing the sale. You will also be responsible for delivering the One Microsoft narrative, competitive differentiation, customer centric pitch, value proposition and compelling proposals with commercial options. You will be part of a dedicated sales community supported by your adjoining account teammates and support teams.

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**:
The following are the primary responsibilities of the Solution Area Specialists - Federal public sector:

- Partner with and lead Account Planning Team on Account Plan for Business Application opportunities, including decision maker identification and solution play selection
- Establish and build C-Suite and Business Decision Maker (BDM) relationships as an industry aligned Business Applications solution expert
- Maintain accurate forecasting and pipeline hygiene to support business performance and strategic planning
- Deliver the One Microsoft narrative and solution pitches to C-Suite executives and Business Decision Makers within the Education vertical
- Orchestrate business value + technical solution demos to align with the customers’ desired business outcomes and solution requirements
- Manage long-term contract renewals with existing accounts to ensure long-term satisfaction and successes
- Actively and regularly engage in sales community calls/channels and share learnings and best practices

**Qualifications**:
**Required/minimum qualifications**
- Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience.
- Experience selling to working in selling to or consulting to the public sector

**Additional or preferred qualifications**
- Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
- 4+ years solution or services sales experience.
- 2 to 5 years of technology-related sales or account management experience- Ability to sell connected end-to-end business transformation solutions across business units within accounts.
- Leading/orchestrating sales processes across account planning, opportunity planning, customer decision frameworks, evaluation plans and sophisticated business case discussions.
- Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
- Demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
- Understanding of:
Solution Area Specialists IC4 - The typical base pay range for this role across Canada is CAD $103,500 - CAD $170,700 per year.

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