Solution Sales Specialist – Microsoft 365 Unified Support Service

Role Overview: The Solution Sales Specialist is responsible for driving sales of our Unified Support Managed Service and related Microsoft 365 solutions. This mid-level role will be based in India (with potential to expand globally, including Turkey) and focuses on engaging enterprise customers in need of Microsoft support services. The specialist will leverage their knowledge of Microsoft 365 subscription licensing and Unified Support offerings to craft value-driven proposals. Experience in solution sales and familiarity with Microsoft’s support models (e.g., Unified Support) are key. The role may require occasional travel and collaboration with global teams, as the service grows internationally. Below are the detailed responsibilities and requirements:ResponsibilitiesDrive Unified Support Sales: Generate and qualify leads for Microsoft Unified Support service deals, focusing on enterprise and corporate segment customers using Microsoft 365. Proactively build a sales pipeline and meet or exceed sales targets for support services and Microsoft 365 solution bundles.Consultative Selling: Engage customers in consultative discussions to assess their support needs and business challenges. Develop a deep understanding of each client’s IT environment (M365, on-premises AD/Exchange, Azure usage, etc.) and propose tailored support solutions that address those needs.Present Value Proposition: Articulate the value of Unified Support offerings – such as 24×7 problem resolution, proactive services, and faster issue escalation in improving customer’s IT operations and ROI. Clearly explain how our managed service will simplify support with a single point of contact and standardized pricing (in line with Microsoft’s Unified Support model.Leverage Microsoft 365 Expertise: Utilize strong knowledge of Microsoft 365 subscription licensing and services to advise customers on optimal support plans. Identify opportunities to bundle support with M365 license upgrades or Azure services (Azure and on-premises knowledge is a plus to spot cross-selling possibilities).Proposal Development: Prepare and deliver professional proposals, RFP responses, and sales presentations. Customize proposals to include relevant support scope (e.g., coverage for Modern Work apps, security & compliance features, and on-premises workload support) and incorporate any value-added services.Deal Management: Orchestrate the end-to-end sales cycle from initial contact to contract closure. Coordinate with internal pre-sales, technical teams, and management for pricing, legal, and delivery assurance. Lead negotiations by aligning proposed solutions with customer budget and demonstrating business value (e.g., reduced downtime, enhanced IT productivity).Relationship Management: Maintain ongoing relationships with clients. Ensure a smooth handover to the delivery/support teams after closing deals, and remain engaged to gauge customer satisfaction and identify upselling or renewal opportunities. Act as a trusted advisor to clients throughout their product lifecycle, ensuring they derive full value from Microsoft 365 and our support services.Market & Partner Collaboration: Collaborate with marketing for lead generation campaigns and with delivery teams to refine service offerings based on customer feedback.QualificationsEducation & Experience: Bachelor’s degree in Business, IT, or related field. 3-5+ years of experience in technology solution sales or account management, preferably in selling IT services or support solutions. Proven track record of meeting sales targets in a B2B/enterprise context.Domain Knowledge: Strong understanding of Microsoft 365 services and licensing models (e.g., knowledge of Office 365 E3/E5 plans, add-ons) and familiarity with Microsoft’s support offerings. Knowledge of Azure and on-premises Microsoft products (Windows Server, AD, Exchange, SQL Server) is an advantage, though not mandatory.Sales Skills: Demonstrated ability in consultative selling and value-based sales. Excellent communication and presentation skills to interact with mid-to-senior level client stakeholders and executives. Skilled in sales pipeline management, forecasting, and account planning. Capable of negotiating and closing complex deals that may involve multiple decision-makers.Customer Focus: Adept at building relationships and trust with customers. Strong business acumen to understand customer’ industry trends and align solutions accordingly. Ability to translate technical features into business benefits, ensuring clients clearly see the value (e.g. improved uptime, cost savings from unified support).Team Collaboration: Experience working with cross-functional teams. Able to coordinate with technical consultants or support engineers to obtain input for proposals. Comfortable working in a matrix environment and liaising between customer, internal teams, and partner or Microsoft contacts to drive deal closure.Language & Travel: Fluency in English is required. Position based in India – understanding of the Indian enterprise market is a plus. Willingness to travel within the region, and occasionally internationally, for client meetings or industry events (approximately 25% travel may be expected as the role grows).Preferred Skills & AttributesMicrosoft Unified Support Knowledge: Insight into Microsoft’s Unified Support model (formerly Premier Support) – e.g., aware of its tiered support structure, service deliverables (proactive and reactive support), and how it benefits customers. This will help in credibly positioning our equivalent service.Industry Certifications: Possession of Microsoft Fundamental certifications is highly preferred. Not only do these certify product knowledge, they indicate a commitment to staying current:Microsoft 365 Certified: Fundamentals (MS-900) – validates understanding of M365 services, licensing, and support options.Microsoft Certified: Azure Fundamentals (AZ-900) – demonstrates basic knowledge of Azure cloud services.Microsoft Certified: Security, Compliance, and Identity Fundamentals (SC-900) – shows foundational understanding of Microsoft’s security/compliance solutions.Additional Skills: Strong organizational skills with attention to detail in proposal writing and follow-up. Self-motivated and innovative thinker who can find new ways to pitch services (e.g. bundling support with modern cloud solutions). Any experience with CRM systems (for pipeline tracking) or familiarity with ITIL principles in support sales context can be a plus.CertificationsHighly Preferred: Microsoft Fundamental Certifications – MS-900, AZ-900, and SC-900 (as described above). These certifications ensure the candidate is up-to-date on core Microsoft cloud concepts, licensing, and support structures.Other Relevant Certs: Any advanced Microsoft certifications relevant to Modern Work or Azure (for instance, Microsoft 365 Certified: Enterprise Administrator Associate, or role-based certs like Teams Voice Engineer) would be a bonus, indicating deeper expertise. Additionally, general sales or IT service management certifications (e.g., ITIL Foundation, if held) can be mentioned as a plus, though not required.