Digital Solution Area Specialist

Microsoft

Location: Atlanta, Georgia, Austin, Texas, Charlotte, North Carolina, Fort Lauderdale, Florida, Houston, Texas, Irving, Texas, Philadelphia, Pennsylvania

Job Type: Full time

Posted

The most difficult thing is the decision to act, the rest is merely tenacity.
- Amelia Earhart

The Small, Medium, and Corporate team helps businesses achieve their digital transformation and business goals by helping customers with Microsoft solutions and partners. Located in either a Digital Sales center, or a local subsidiary, you will help our managed and scale customers across industries, company sizes and territories to identify their needs and opportunities using the latest in digital selling technology including big data and analytics. One of the fastest growing customer segments in the industry, you will help customers realize value from the Microsoft Cloud across customer solution areas like Modern Work, Security, Business Applications, Infrastructure, Data and AI, and Application Innovation.


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 Business Applications 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 100% from home.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

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. Also 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.
  • Role Model Microsoft Values- Treats others with fairness, respect, empathy, and compassion. Models compliance and represents the Microsoft Values and the One Microsoft culture.

The following are the primary responsibilities of the Business Applications Sales Executive:
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 opportunities in partnership with the Digital Sales Representative (DSR) focused on 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

Required/Minimum Qualifications:

6+ years of technology-related sales or account management experience

  • OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications:

  • 8+ 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
  • 3+ 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.
  • Developing demand and pipe by building BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed.
  • Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.
  • Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
  • Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
  • Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
  • Strong track record and history of carrying and exceeding an enterprise account sales quota.


Professional

  • Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.
  • Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills. 
  • High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
  •  Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
  • Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
  • Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.


Technical Deep Understanding of:

  • Business solutions, specifically CRM and/or ERP applications including one or more of: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management and Commerce and how they translate into business impact.
  • Expert understanding and 1 to 2 years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.
  • Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, as well as competitors and related ecosystems.
  • The security, regulatory and compliance needs of global customers.

Desired Skills:

  • Design Thinking and Solution Envisioning
  • Strong presentation, white-boarding and communication
  • Passion and commitment for customer success
  • Ability to maintain a high level of productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative and team-oriented environment.
  • Organizational agility, able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Executives etc.
  • Problem solver and ability to work in rapidly changing environment effectively managing ambiguity.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

You’ve got this!