Role Overview
The Deal Acceleration Specialist (DAS) is a partner-facing role responsible for managing the pipeline of qualified opportunities generated by Vendor Digital Sales (VDS) and ensuring a seamless handover to partners for deal closure. The DAS connects customer opportunities with the right partners, ensuring a consistent customer experience and supporting partners in closing sales.
This role primarily engages in Stages 3 through 5 of the Microsoft Customer Engagement Methodology (MCEM).
Key Responsibilities
Pipeline Management
- Attach Partner Solution Specialists (PSS) to all managed partner top deals.
- Review partner pipelines, provide feedback, and guide opportunity progression, next steps, and best practices.
Proactive Territory Mapping
- Align with partners to ensure partner sellers are updated on Enterprise Agreement (EA) opportunities, strategies, and engagement plans.
Referral Intake Process
- Manage the co-sell referral intake process for inbound partner referrals, ensuring proper qualification, documentation, and assignment to appropriate sales or technical resources.
Top Deal Review
- Review and drive acceleration of top deals.
- Explore available sales and partner programs to expedite deal closure.
Partner Engagement
- Monitor partner outcomes, insights, and engagement.
- Escalate issues or concerns to the DAS Manager as necessary.
Pipeline and Forecast Updates
- Maintain accurate pipeline and forecast updates using defined processes and tools.
Skills and Qualifications
- Experience: Proven track record in sales management, particularly in digital sales motions, with strong ability to meet deadlines and close deals.
- Engagement: Strong relationship management skills and ability to drive partner co-sell motions.
- Attention to Detail: High data accuracy and hygiene standards for pipeline management and forecasting.
- Analytical Skills: Proficiency in pipeline analysis, insights generation, and data-driven decision-making.
- Communication: Excellent written and verbal communication skills to engage effectively with partners and internal teams.
- Problem-Solving: Strong ability to identify and resolve partner-level blockers to ensure opportunity progression.
Certifications
Required:
- Microsoft Certified: Microsoft 365 Fundamentals (MS-900)
- Microsoft Certified: Azure Fundamentals (AZ-900)
- Microsoft Certified: Dynamics 365 Fundamentals (CRM) (MB-910)
- Microsoft Certified: Security, Compliance, and Identity Fundamentals (SC-900)
- Microsoft Certified: Azure AI Fundamentals (AI-900)
Suggested:
- Microsoft Certified: Dynamics 365 Fundamentals (ERP) (MB-920)
- Microsoft Certified: Power Platform Fundamentals (PL-900)
Day in the Life
Daily
- Execute daily pipeline activities.
- Manage partner escalations.
- Review inbound referrals and maintain MSX hygiene.
- Engage partners on co-sell referrals.
Weekly
- Conduct detailed pipeline reviews.
- Hold regular partner check-ins.
- Update partners on pipeline forecasts.
Monthly
- Prepare detailed pipeline and forecast reports.
- Review partner engagement metrics.
- Communicate funding and available program opportunities.
Quarterly
- Support in-depth business reviews (QBRs) with partners.
- Collaborate with stakeholders to align goals and adjust sales strategies.
Why This Role Matters
The Deal Acceleration Specialist plays a critical role in driving sales excellence and ensuring a seamless partner engagement experience. If you are passionate about sales, thrive on data-driven insights, and enjoy building meaningful partner relationships this is an opportunity to make a measurable impact in accelerating deal success.
