Overview

The Solution Area Specialist for Clinical Applications Diagnostics leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities. Leverages 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. Evaluates 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. Partners 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. Engages 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. Drives 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

Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Participates in strategy development for driving and closing moderately complex, significant value opportunities. Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle. Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area.

Drives 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. Reviews and translates customer and partner feedback to establish recovery action plans. Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals Drives partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle. Drives 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

Engages 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. Maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes Leads 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

Analyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation. Leverages technology (e.g., AI sales agents, automation, Power Platforms) to drive growth within assigned domain. Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy. Optimizes 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.

Sales Strategy

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

Leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities. Acts as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success. Engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Incorporates and reinforces security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

Evaluates 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. Partners across teams to propose solutions and strategies that align with customer business objectives. Identifies and addresses gaps, driving market engagement and sales execution.

Partners 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. Leverages established strategies and participates in conversations with customers to distinguish Microsoft's offerings in the competitive landscape. Serves as an trusted advisor for customers and guides the adoption of technologies and solutions that align with their goals and drive digital transformation.

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.

Other Requirements:

• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

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 techology-related sales or account management OR equivalent experience.
• 4+ years solution or services sales experience.
• 3+ years of experience selling healthcare technology solutions, including Picture Archiving and Communication Systems (PACS), Electronic Medical Records (EMR), or other radiology and enterprise-level hospital platforms.
• 3+ years of experience selling healthcare solutions into clinical specialties such as radiology, orthopedics, cardiology, and emergency medicine, or related.
• 3+ years of experience delivering strategic presentations and communicating effectively across all levels of a healthcare organization including stakeholders such as Chief Medical Information Officers (CMIO), Chief Information Officers (CIO), Vice Presidents of Radiology Informatics, and departmental directors involved in medical imaging for patient care, and related stakeholders.

Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

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