Solution Area Specialist

About the Role / About the Job
This position is responsible for leading discussions with senior stakeholders and decision makers for high-value customers to identify, qualify, and accelerate sales opportunities. The role focuses on collaboration with teams on whitespace analysis, utilizing AI-driven market intelligence tools to assess trends and insights within the assigned market domain. You will synthesize evaluations of the solution areas and market to strategically align sales plays with complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs.

This role involves partnerships across organizational boundaries to guide the development of solutions that enable AI- and cloud-driven transformations for existing and new customers, emphasizing the integration of cutting-edge AI technologies and cloud services. You will also conduct sales pipeline reviews with internal senior stakeholders to drive forecasting accuracy and meet sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. The position is designed to foster long-term partnerships through AI-driven insights, thereby showcasing the organization’s commitment to secure, AI-powered transformations that address specific security priorities of customers.

Responsibilities

• Customer Engagement

  • Lead the sales strategy tailored to each customer's security priorities, emphasizing AI-powered transformation and fostering long-term partnerships through AI-driven insights.
  • Manage partner teams and resources to activate co-selling strategies and drive partner attachment at every stage in the sales lifecycle.
  • Assess and qualify sales opportunities in alignment with AI-enhanced sales methodologies and best practices.
  • Develop strategies for driving and closing complex, high-value opportunities.
  • Collaborate across organizations (e.g., Account Team Unit, Customer Success Unit) to orchestrate deals and ensure seamless transitions throughout the deal lifecycle.
  • Enhance customer trust and secure deals by advancing best practices and strategically mitigating risks across sales activities.

• Sales & Pipeline Management

  • Analyze business opportunities to enhance the customer portfolio and drive innovation.
  • Integrate technology (e.g., AI sales agents, automation, Power Platforms) to accelerate growth across the assigned domain.
  • Use comprehensive data analysis to refine and execute sales strategy.
  • Optimize the management of partners assigned to each account to ensure effective collaboration with other teams during the deal lifecycle.
  • Conduct sales pipeline reviews with internal senior stakeholders to drive forecasting accuracy and meet sales targets, while coaching others on maintaining pipeline hygiene and achieving assigned sales metrics.

• Sales Strategy

  • Engage in discussions with senior stakeholders to identify, qualify, and accelerate sales opportunities for high-value customers.
  • Serve as a key point of contact and partner with senior stakeholders to strategically drive customer success aligning AI transformation vision with business objectives.
  • Collaborate on whitespace analysis to identify and capitalize on market gaps and opportunities, translating insights into team strategy.
  • Drive cross-functional collaboration to propose and prioritize solutions that align with customer business objectives.
  • Identify and address gaps in the market, setting strategic direction for engagement and sales execution.
  • Guide solution development efforts across organizations to enable cloud and AI-driven transformations, acting as a trusted advisor to customers while distinguishing the organization’s offerings in the competitive landscape.

Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field AND 6+ years of experience in technology-related sales or account management OR equivalent experience.
• Additional or Preferred Qualifications
  • Master’s Degree in Business Administration (MBA), Information Technology, Information Security, or a related field AND 8+ years of experience in technology-related sales or account management OR
  • Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field AND 12+ years of experience in technology-related sales or account management OR equivalent experience.
  • 6+ years of solution or services sales experience.

Travel and Work Environment

• This position may require travel to customer locations and will engage with various stakeholders across different organizational levels.

Benefits

• Comprehensive health and wellness benefits.
• Professional development opportunities and resources.
• Flexible work schedule and supportive work environment.

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

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.