Overview

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team - one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization - it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

As a Solution Sales Specialist within Cloud & AI, you will work with clients in the Denmark region, focussing on the following responsibilities:

• Lead discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities.

• Leverage whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights.

• Evaluate solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs.

• Partner with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services.

• Engage in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision.

• Drive sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan.

• Responsibilities Customer Engagement- Assess and qualifiy sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices.

• Participate in strategy development for driving and closing moderately complex, significant value opportunities.

• Collaborate across organizations (e.g. Account Team Unit ATU, CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle.

• Utilize best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area.

• Drive sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan.

• Review and translate customer and partner feedback to establish recovery action plans.

• Develop relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals

• Drive partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle.

• Drive partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.
  Sales & Pipeline Management- Analyze business and emerging opportunities to improve the customer portfolio and encourage customer innovation.

• Leverage technology (e.g., AI sales agents, automation, Power Platforms) to drive growth within assigned domain.

• Utilize propensity, renewal, consumption, and usage data to prioritize sales strategy.

• Optimize partners assigned to each account and/or opportunity to facilitate handoffs with other teams (e.g., Global Partner Solutions GPS, Customer Success Unit CSU, Industry Solutions Delivery ISD, Partner) throughout the deal lifecycle.

• Engage in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision.

• Maintain sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes

• Lead usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals
  Sales Strategy- Evaluate solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs.

• Partner across teams to propose solutions and strategies that align with customer business objectives.

• Identify and address gaps, driving market engagement and sales execution.

• Partner with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services.

• Leverage established strategies and participates in conversations with customers to distinguish Microsoft’s offerings in the competitive landscape.

• Serve as an trusted advisor for customers and guides the adoption of technologies and solutions that align with their goals and drive digital transformation.

• Leverage whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights.

• Evaluate and disseminate market intelligence, trends, and insights across the team. Leverages established market analysis approach to ensure alignment with strategic directives and market trends.

• Lead discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities.

• Act as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success.

• Engage with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives.

• Incorporate and reinforce security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

Qualifications:

Required/minimum qualifications

• Technology-related sales, account management OR equivalent experience.
• Demonstrated ability to engage customers through a consultative sales approach

#SMECCareers

#Nordic market

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.