Digital Solution Area Sales Specialist, Business Applications

In SMC and Digital Sales, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

The reinvention of business processes is a growth engine for Microsoft cloud services. The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.

As a Dynamics Specialist you will be a business process transformation leader within the Microsoft specialist sales organization. You will engage C-Suite executives and Business Decision Makers from our top customers and help them achieve their business goals by bringing industry-relevant and business value insights and envisioning solutions that successfully enable their end-to-end business transformation. You will lead the entire solution sales process and bring experts, partners, and other resources to ensure a successful customer outcome. You will learn how Microsoft is changing the way companies do business and how to accelerate innovation and empower the success of our customers. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. This role is flexible in that you can work up to [50% / up to 100% from home / This role is Microsoft onsite only].

Responsibilities

• Sales Execution
• Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline.
• Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches junior team members in deal plan execution, and implements close plans.
• Scaling and Collaboration
• Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer.
• Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies.
• Technical Expertise
• Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s).
• Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies.
• Delivers Results Through Teamwork
• Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.
• Account Planning and CXO/BDM Engagement with Industry Expertise
• Deliver quality account and quota retirement territory plans
• Drive BDM/CXO connections/engagements with Business Value Insights aligned to industry-relevant connected use cases
• Build & maintain 3x qualified pipeline coverage by translating BDM priorities to initiatives
• Best-in-class Business Value Selling
• Lead customer Envisioning in each opportunity, yielding output of customer agreed business challenges, prioritized with business value and v-team accountabilities
• Deliver compelling board-level proposals with commercial options aligned to customer transformation plan and business value
• Create business outcome and industry thought leadership customer stories and references
• Next Generation Sales Execution Excellence
• Usage of digital-first seller tools to identify and grow qualified pipeline and opportunities.
• Orchestrate the sales process and customer journey leveraging the Microsoft Customer Engagement Methodology to increase win rates and customer satisfaction.
• Leverage the Microsoft partner ecosystem to scale and complement solution selling.
  

Qualifications

• 9+ years of technology-related sales or account management experience
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience.
• OR Equivalent experience
  

Additonal Or Preferred Qualifations

• 11+ years of technology-related sales or account management experience
• OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience
• OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience
• 6+ years of solution sales or consulting services sales experience
• Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets
  

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.