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.
