Microsoft Corporation Solution Spec in Mumbai, India

Key accountabilities and objectives

▪ Hunters focused on driving New Business solutions

▪ Deliver on revenue target specific to customer conversation scenario through driving new digital transformation projects

▪ Broader technology perspective: Four major roles pivoted by “customer buying scenario”, > customer centricity

▪ Scale Solution Selling through partner co sell and industry aligned solution

Measures of success

▪ Cloud & SQL revenue attainment specific to customer conversation scenario, growth and customer penetration.

▪ Specialist sales direct impact

New FY18 Skills/Capabilities

▪ Value selling ▪ BDM influencer (C-level) ▪ Technical acumen and ability to translate it to business use case & value ▪ Listening skills ▪ Competitive knowledge ▪ Deal V-team leadership ▪ Sales discipline and accountability

Key FY18 Partners

▪ As deal owners and v-team leader, the SSPs are key orchestrator across multiple teams in order to drive cloud and sql sales

▪ TSPs, ATU (AEs and ATSs), Customer Success Team, Services Sales, One Partner, Enterprise Marketing

Sales