OverviewIn the Small, Medium, Corporate (SMC) and Digital Sales organization, our purpose is to empower 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 SMC and Digital Sales organization is committed to delivering the global digital scale engine for our 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 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: Diverse and Inclusive, Wellbeing, Sustainability, Giving 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 our organization and the value we deliver to our customers, partners, and one another, every day.We are looking for an Enterprise Digital Sales Specialist - Business Applications. This person will be responsible for the Business Applications suite of solutions, specializing in Dynamics 365 and Power Platform solutions on our North America Enterprise team. You will work with our most important customers within our Enterprise organization. You will drive the day-to-day execution of Microsoft's strategic business priorities – selling best-in-class Business Applications cloud services to our managed customers, building digital transformation momentum for these customers, our partners, and Microsoft.Microsoft’s mission is to empower every person and every organisation on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realise 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 and do their best work.ResponsibilitiesThe Enterprise Digital Sales Specialist - Business Applications will be responsible for the following:
Lead customers through the end-to-end buying journey, which ranges from initial prospecting and discovery conversations, all the way through helping customers transact their investment in Microsoft Business Applications solutions and Copilot/AI solutions.
Customer First Mindset - Engage with and enable our customers and key decision-makers, delivering a connected customer engagement experience and driving customer satisfaction, through digital sales excellence, empowered by world-class data, marketing systems and platforms.
Identify key business and IT decision makers, engage them to understand their business challenges and identify the best business applications solutions to drive value
Effectively turn prospects and qualified digital leads into opportunities and revenue pipeline as well as engage with customers across industries, company sizes /types to determine their needs and identify opportunities to fulfill their needs with Microsoft's leading cloud technologies.
Meet operational standards and maintain reporting accuracy for key performance indicators – including pipeline development, signal conversion, deal velocity, and forecasting accuracy. Adopt program processes, procedures, and tools to provide accurate on-time reporting that maximises attainment of strategic goals and delivers competitive business insights, trends, and analysis.
Share best practices, learnings, and customer insights with stakeholder groups to elevate team capabilities and drive change based on insights.
Work in a fast-paced, collaborative, and dynamic teaming environment with field specialists, technical resources, and partner teams to effectively manage customer opportunities, deliver connected customer experiences, achieve customer outcomes with Microsoft's leading cloud technologies, and accelerate value across the customer lifecycle.
Maintain a positive approach to problem-solving, learning, and development in a rapidly growing business with evolving market conditions and customer needs.
(Editable – solution area specific) Build Pipe in alignment with Account Teams & Cross-Solution Areas- Build pipe by leading with industry, using digital signals & insights to prospect, network, identify, engage & nurture with right Business Development Managers (BDMs), align & gain account team commitment, plug into cross solution sales motions.
Engage with Partner(s)- Leverage and scale through aligning early with priority co-sell partners and ISVs.
Embody our culture and values .
QualificationsRequired:
6+ years sales and negotiation experience
OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 3+ years sales and negotiation experience or related work or internship experience.
Preferred:
6+ years sales and negotiation experience
3-5+ years experience selling cloud services to large/global customers
Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
Knowledge of enterprise software solutions and cloud platform competitor landscape.
Demonstrate the business value of Microsoft's solutions with an understanding of Microsoft's strategies and products relative to major Microsoft competitors.
Ability to maintain a high level of productivity, manage competing priorities and work effectively with high levels of autonomy and self-direction in a fast-paced, collaborative, and dynamic teaming environment
Capacity to learn and retain knowledge about systems, processes, products, and services quickly and accurately.
Operational and sales excellence discipline, including planning, opportunity qualification and creation, stakeholder communication, services/partner engagement and sales excellence practices including pipeline and opportunity management.
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.
Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
Digital Cloud Acquisition IC3: The typical base pay range for this role across the U.S. is USD $28.80 - $63.37 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $48.37 - $69.18 per hour.Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-payMicrosoft will accept applications for this role until April 1st, 2024."#SMCDSCareerMicrosoft 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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .
