Digital Solution Area Specialist - Italian Speaking

Overview

Do you enjoy working in a high-performing, fast-paced sales team? Are you curious, comfortable with uncertainty, and willing to take risks and learn quickly? If so, we’d like to hear from you.

At Microsoft, Small, Medium Enterprises and Channel (SME&C) is a high-growth, AI-powered global sales organization. We work closely with partners and put customer success at the centre of what we do. By bringing together our Small and Medium Business, Corporate, Strategy, and Partner teams, we help customers adopt technology that drives growth and innovation.

SME&C offers a collaborative, inclusive environment where you can learn, contribute, and make a meaningful impact. If you thrive in a digital-first setting and are excited by the opportunity to help shape how businesses use AI, this could be the next step in your career.

About the role

As a Digital Solution Area Specialist, you will identify and qualify sales opportunities across the SME&C customer base. You will engage business and technical decision-makers to understand their priorities and uncover opportunities for AI-powered transformation. Using customer insights, whitespace analysis, and AI-enabled sales tools, you will identify and prioritise opportunities within the AI Workforce solution area.

You will collaborate with colleagues across Digital Sales, internal specialists, and partners to develop customer-focused solutions that demonstrate the business value of Microsoft’s AI and cloud capabilities. You will guide opportunities from initial identification through solution positioning to customer commitment, helping customers see how AI can transform the way their people work and their businesses operate.

You will actively manage your pipeline and contribute to sales reviews to improve forecast accuracy, progress opportunities, and deliver against sales targets. By connecting customer priorities with Microsoft’s AI-powered solutions, you will build trusted relationships and help customers understand our approach to secure and responsible AI adoption—creating a foundation for long-term growth.

Microsoft’s mission is to empower every person and every organisation on the planet to achieve more. Our culture encourages a growth mindset, excellence, and the opportunity for everyone to bring their best each day.

Responsibilities

Customer Engagement

Ensures each customer understands Microsoft's commitment to secure, AI-powered transformation and aligns the customer’s related priorities to the customer success plan, fostering long-term partnerships through AI-driven insights. Ensures partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity early in the sales lifecycle. Ensures connections with the partner organization (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.

Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Assists in strategy development for pursuing and closing deals. Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle with minimal guidance. Utilizes best practices to gain customer buy-in, secure deals, and manage risks to support sales activities across the solution area.

Sales & Pipeline Management

Participates 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. Drives 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.

Assesses business and emerging opportunities in context of provided feedback to contribute to the enhancement of the customer portfolio and support customer innovation initiatives. Utilizes technology (e.g., AI sales agents, automation, Power Platforms) to support growth within the assigned domain. Reviews propensity, renewal, consumption, and usage data to help inform sales strategy prioritization. Coordinates with partners assigned to each account and/or opportunity to assist in 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

Participates in discussions with stakeholders and decision makers for customers to identify and qualify sales opportunities. Collaborates with internal stakeholders to support and contribute to customer success. Collaborates with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Incorporates security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

Collaborates with others cross-organizationally and assists in the development of solutions that facilitate AI- and cloud-driven transformations for customers within their solution area. Utilizes existing strategies to help differentiate Microsoft's offerings in a competitive landscape. Leverages established guidelines to advise customers on technologies and solutions that align with their goals and drive digital transformation.

Leverages whitespace analysis and partners with others to identify business opportunities within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Gathers and assesses market intelligence, trends, and insights with the team. Utilizes established market analysis approach to align sales strategies with market trends with minimal guidance.

Assists in assessing solution area(s) and identifies trends to support aligning sales plays with customer demands, incorporating AI-driven predictive analytics to forecast future market needs. Collaborates across teams to suggest solutions that support customer business objectives

Qualifications

Required/minimum qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND/OR experience in technology-related sales or account management OR equivalent experience.
• Fluency in Italian Language

Additional or preferred qualifications

• Experience with Microsoft AI Workforce Product (Modern Workplace), AI, Copilot & Cowork as a plus.

Digital Solution Area Specialists IC3 - The typical base pay range for this role across Ireland is € 49,200.00 - € 71,400.00 per year. Certain roles may be eligible for benefits and other compensation.

Find additional benefits and pay information here:
https://careers.microsoft.com/v2/global/en/corporate-pay/ireland-corporate-pay.html

Digital Solution Area Specialists IC3 - The typical base pay range for this role across Spain is € 38,000.00 - € 59,700.00 per year. Certain roles may be eligible for benefits and other compensation.

Find additional benefits and pay information here:
https://careers.microsoft.com/v2/global/en/corporate-pay/spain-corporate-pay.html

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

Microsoft is an 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. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process.