Responsibilities
Sales Execution
- Engages in conversations with customers aligned to their
industry to introduce how other workloads could enable digital
transformation areas that is aligned with the customer’s industry and
turns opportunities into deals. Initiates conversations with customers on
digital transformation in one or more solution areas, in collaboration
with partners and services. Creates guiding examples of digital
transformation through seminars, workshops, webinars, and direct
engagement.
- Collaborates with team members to discover new opportunities.
Drives incremental revenue growth through personal campaigns (e.g.,
portfolio analysis) or internal sources (e.g., Marketing). Collaborates
with account teams, partners, or services to track and qualify new
opportunities. Collaborates with other teams (e.g., account teams) and
services to build pipeline. Interfaces with customers and builds
relationships via social selling. Applies Microsoft’s sales process (MSP)
to determine the quality of the opportunity and whether to proceed.
- Identifies opportunities to drive consumption and grow
business with existing customers by initiating conversations, providing
demos or quotes, and collaborating with partners or internal teams (e.g.,
Technical Sales Professionals, Global Black Belts. For licensing
transactions and project engagements, ensures rapid and robust deployment
plan at point of sale that is validated by services and partners.
- Identifies customer business needs and technology readiness.
Contributes to the development of solutions in collaboration with internal
teams, partners, and services. Proposes prioritized solutions that align
with customers’ needs. Articulates the business value of proposed
solutions.
- Proactively builds external stakeholders’ mapping.
Collaborates with account teams (e.g., Account Executives) to identify and
engage senior business subject matter decision makers at the
customer’s/partner’s business.
- Implements strategies to accelerate the closing of deals.
Contributes input on strategies to drive and close prioritized
opportunities. Coaches less experienced team members in deal plan
execution. Implements close plans (e.g., how to map timeline, engage the
customer, get customer buy-in and commitment) to de-risk and drive
predictable deal closure.
Scaling and Collaboration
- Collaborates with One Commercial Partner (OCP) and with a
network of partners to cross-sell and up-sell. Identifies new partners by
researching and discussing with partners on customer scenarios. Develops
joint proposal with partners. Contributes to developing partner strategies
to address gaps in partner capabilities.
- Applies the orchestration model to leverage and expand
relationships with internal stakeholders and partners (e.g., Enterprise
Operating Unit). Navigates the MSFT organization to bring the best impact
to the customer.
Technical Expertise
- Leads conversations and sets up events within Microsoft.
Mentors others and develops strategies for best practice sharing across
subsidiaries. Contributes ideas that can be instituted across Microsoft.
- Initiates conversations with prospective customers/partners at
events to expand external network. Acts as a subject matter expert in one
or more solution area(s).*
- Collaborates with the ‘compete’ global black belts (GBB) to
analyze competitor products, solutions, and/or services and implements
strategies to position Microsoft against competitors in customer
communication. Proactively provides analysis of the competitive landscape
in supported solution area. Evaluates opportunities and makes
recommendations on pursuit or withdrawal. Holistic value of MSFT platform
versus single-point solution that positions MSFT favorably against
competitors.
Sales Excellence
- Collaborates with partners and resources and leverages
customer insights or industry knowledge. Contributes to exploring business
and emerging opportunities to optimize the portfolio and support customer
innovation.
- Reviews feedback report and coaches others on ensuring
customer/partner satisfaction and decreasing dissatisfaction by
establishing recovery action plans to improve clients’ overall experience.
Manages and/or orchestrates sales and delivery success through the account
team and pursuit team.
- Engages with internal and external stakeholders on business
planning, Rhythm of Business (ROB) meetings to review and plan for
accounts in the assigned territory.
- Collaborates with extended sales team, partners, and marketing
to conduct business analysis (e.g., whitespace analysis, identify industry
trends) to pursue high-potential customers and develop a target list of
potential business.
- Manages the end-to-end business of the assigned territory.
Conducts forecasting for accounts and develops a portfolio and territory
plan to drive intentional selling aligned with strategic priorities.
- Completes required training and obtains relevant product and
role certifications aligned to the role and workload/industry.
Qualifications
Required/Minimum Qualifications
- 5+ years technology-related sales or account management
experience OR Bachelor’s Degree in Computer Science, Information
Technology, Business Administration, or related field AND 4+ years
technology-related sales or account management experience.
Additional Or Preferred Qualifications
- 7+ years technology-related sales or account management
experience OR Bachelor’s Degree in Information Technology, or related
field AND 6+ years technology-related sales or account management
experience OR Master’s Degree in Business Administration (i.e., MBA),
Information Technology, or related field AND 3+ years technology-related
sales or account management experience.
- 4+ years solution or services sales experience
How To Apply
