Sobre

• The Digital CSA – SMB Azure Direct Seller drives execution by advancing next
• best actions with customers, closing committed milestones, and accelerating
• Azure consumption through Cloud and AI solution play execution. The role
• collaborates with Digital SSPs, SI Partners, and other Microsoft resources a as
• necessary, ensuring pipeline hygiene via MSX. Success is measured by >100% ACR
• Target / NNR attainment, strong commit-to-close rates (95%), and completion of
• required skilling.

Customer Obsession

• * Build customer confidence by aligning solutions to their desired business
• outcomes, including preparing them for AI transformation.

* Drive Operational Excellence

• Ensure consistent use of the MCEM framework and digital strategies to
• identify and progress growth opportunities. Maintain pipeline hygiene and
• adopt MSX practices to improve forecasting accuracy, opportunity health, and
• execution discipline

* Plan for Impact

• * Understand the critical levers that influence business objectives and
• proactively plan to overcome constraints and risks that may impact target
• achievement i.e Stanley Scenarios, Sales Accelerator (specific Stanley
• signals, SPAs, other ML signals), Azure SMB Maturity Model, and Cloud Ascent.

•Own Your Growth

• Continuously build capabilities aligned to Microsoft and customer priorities,
• as well as personal career goals. Leverage career stage guidance at
• https://aka.ms/rolelibrary, and take ownership of technical skilling and
• development activities.

•Lead with AI Readiness

• Position yourself as your customer’s AI transformation consultant by
• upskilling in relevant workloads and scenarios. Use this expertise to guide
• customers on their journey to innovate with AI at scale.

•Focus on What Matters

• Stay grounded in the focus areas for your role and team for FY26. Align your
• daily actions and priorities to drive clarity, consistency, and measurable
• results.
• •Azure Accelerate : Nominate and execute pre- and post-sales investments
• through Azure Accelerate across all eligible opportunities to accelerate
• deals from uncommit to commit stage and reduce time to ACR.