Microsoft Corporation Solution Specialist - Business Value in Cambridge, Massachusetts

The WW Modern Workplace sales team is part of the Specialist Sales Unit (STU) and has the charter to build the foundation for scaling the Microsoft Cloud solutions in FY18 and beyond. The WW Modern Workplace team is composed of “Global Black Belt” (GBB) solution specialists who are responsible for unified selling motion for Secured Productive Enterprise - Office 365, Workplace Analytics, Skype for Business Online/Communications, Enterprise Mobility + Security, Modern Desktop and Device Co-selling and making sure our customers are successful. This team focuses on our WW Commercial Growth Organization (CGO) customers (Enterprise and Public Sector) across Americas in a direct sales model while partnering closely with account teams in the field and with engineering teams worldwide.


Transformational sales leadership is what being a Dark to Cloud (D2C) Global Black Belt is all about. The D2C GBB sells Office 365 to customers that are Dark on Office (less than 20% Office annuity). These are some of the toughest customers to win over for Office 365, and need additional attention. The D2C GBB will own, support and coach opportunities with these dark customers and work with the Modern Workplace STU to identify, qualify and drive the pipeline for these opportunities. The Dark-to-Cloud role is part of a team of strategic sellers that focus on one of Microsoft’s key business initiatives. This role is on point for harnessing the feedback, suggestions and sharing real world examples on how to execute and drive best practices across the business.

D2C GBBs are at the forefront of driving Microsoft’s cloud first mobile first strategy and on point for:

Articulating the Microsoft’s vision and strategy with Office 365 to drive business transformation.

Partnering with pre-sales technical experts, partners, and Account Teams to identify sales opportunities and drive transformative, strategic and large revenue deals.

  • Developing the business case for deploying Office 365 to Enterprise customers

  • Leading strategic Office 365 deals to grow revenue and market share.

  • Leveraging our partner ecosystem in opportunities to drive the end to end customer solution.

  • Driving market share gains for key solutions against major industry competitors by leading with a solution and challenger selling approach. This entails being an active ambassador on our Business Value Tools such as Value Discovery Workshop (VDW), the Value of Office (VOO) etc.

  • Coaching teams to identify and work with the appropriate cross-groups to remove the most difficult sales blockers, technical blockers, and process blockers to selling cloud services to large WW EPG customers.

  • Providing deep business insights with a worldwide lens to Corporate Strategy folk and BG executives.

  • Partnering with Subsidiaries, Regional and AREA Vice Presidents and Areas on Dark-to-Cloud motions to drive O365 Revenue and adoption.

  • Orchestrate a broad set of Microsoft resources - including Sales Excellence, Business Desk, Sales Desk, partners, Product Group, executive sponsorship, etc. - to close deals and drive revenue.

  • Facilitating deal clinics with local teams to further drive the Dark to Cloud business

  • Direct account engagement to build field capability, accelerate deals and ensure sponsorship and appropriate LT and Corporate Stakeholder visibility or necessary escalation

  • Drive programs defined by PMG / M&O to further grow the Dark to Cloud business

  • Managing executive relationships with key Microsoft stakeholders, customers and partners.

  • Growing and maintaining healthy customer and partner relationships.


Candidates should have a minimum of 10 years of experience in BDM/Challenger sales and/or consulting in the Enterprise segment, deep insight across Enterprise sales, marketing, partner and IT services functions, and be familiar with field needs to successfully drive a new program. Demonstrable skills in the following areas are critical:

  • Proven sales execution experience in Office 365 sales with Enterprise customers in the territory.

  • Proven record coaching and developing a sales team on business acumen, deal based coaching and strategic account planning with an emphasis on business value selling.

  • Strong understanding of cloud computing technologies, business drivers and emerging trends as well as the impact of these on field sellers, partners, and customers.

  • Solution Selling Experience: Proven success with enterprise customers, working knowledge of solution-selling strategies and demonstration of verifiable business outcomes.

  • Demonstrated experience and success engaging with senior executives in a sales process and working with leading consulting, systems integrator and global partners.

  • Executive level communication skills and the ability to mentor and develop talent.

  • Cultural awareness and sensibility to cross culture collaboration

  • Candidate must possess executive level decision-making, conflict resolution, problem solving and negotiation skills. Facilitating/encouraging cross-team account and resource planning.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form at .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.