Microsoft Technical Specialist (MTS) – Job Description

Big Picture has provided managed sales and enablement teams to the IT sector for over 30 years. Join Big Picture’s global team supporting the Microsoft business within Dell.

Overview

A Microsoft Technical Specialist (MTS) is a hybrid technical pre-sales + sales enablement role responsible for driving Microsoft product revenue within Dell sales settings. The role combines technical expertise, commercial awareness, and stakeholder engagement to influence pipeline and close opportunities.

Core Responsibilities
Increase revenue of Microsoft products across all lines of business
Drive up-sell and attach opportunities on Dell hardware deals
Detect opportunities through pipeline discussions and deal analysis
Support strategic deals with technical and licensing expertise
Pre-Sales & Technical Support
Provide presales support for Dell sales teams and partners
Answer product, licensing, and technical queries from sales teams
Deliver customer presentations, demos, and solution positioning
Support RFP responses and solution design (e.g., HCI, datacentre, Azure)




Improve internal sales teams’ knowledge of Microsoft products
Deliver ongoing sales coaching and product training
Champion accreditation via programmes like Dell Microsoft Academy
Provide training to channel partners and resellers
Engage with customers alongside Dell sales teams to influence decisions
Drive partner engagement and support channel sales opportunities
Act as a subject matter expert (SME) for Microsoft solutions on Dell hardware
Program & Marketing Support
Support product launches and refresh cycles
Design and execute local sales incentives and marketing programmes
Promote Dell–Microsoft “Better Together” value proposition
Share POCs, win stories, and customer scenarios

Key Skills & Requirements

Experience
3–5+ years in technical sales, pre-sales, or IT solutions
Experience with hardware/software ecosystems (Dell, Microsoft, etc.)
Proven track record in pipeline influence or revenue generation

Technical Knowledge
Robust knowledge of:

Core Skills
Ability to translate technical concepts into business value
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📌 Microsoft Technical Specialist City Of Sydney
🏢 Big Picture UK
📍 City of Sydney