@Microsoft we are running fast, inspiring our customers with business applications for the future, including AI. Microsoft is leading the AI era where we help companies unlocking efficiency, productivity, and maximize excitement for work.

　　As a Sales Specialist - Business Applications – you will be an industry-aligned outcome-driven business process transformation enabler within the Microsoft specialist sales organization. Helping our customers with their end-to-end business transformation needs by envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains/needs. You will execute with excellence the entire sales process by owning and orchestrating a virtual pursuit team of technically intense workload (solution) experts including presales, co-sell partners, and Independent Software Vendors to provide customers with solutions aligned to their end-to-end business transformation needs using Microsoft Business Applications’ portfolio of offerings.

　　Responsibilities

　　Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP and application platform space. Trusted by global businesses as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their products. With a unified approach to data and intelligence, customers are enabled to make informed proactive business decisions with deep insights powered by AI and industry-leading analytics (Power BI) resulting in the following key customer benefits:

　　Create impact faster: Deliver more impact in less time by quickly deploying solutions, or augmenting existing ones, to enable teams to accelerate business results and increase time to value.

　　Break through barriers: Take a data-first approach with unified data that leverages Microsoft AI to deliver insights & actions that help create better customer experiences.

　　Adapt to anything: Agility to react and respond to new business priorities, market conditions and customer opportunities with rapidly deployable solutions.

　　Innovate everywhere: Solve problems with powerful solutions only possible with the Microsoft Cloud enabling interoperable solutions across multiple lines of business.

　　Solid focus on customer inspiration and derived sales in relation to Microsoft CX technologies, but also ERP and Low code will be in focus in this role.

　　Sales Execution

　　In the role, you act as 'BizApps director' for several enterprise customers, set the ambition and strategy and orchestrate the collaboration internally, with customers and partners. You are accountable for BizApps sales and supporting activities.

　　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 - at Microsoft we are all team players! 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. 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. 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.

　　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.

　　Manages and/or orchestrates sales and delivery success through the account team and pursuit team.

　　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

　　Previous experience leading software sales and/or account management at a software company. Strong demonstrated and proven sales experience, working with complex customers. Optimal in the financial sector!

　　Solid experience with (Microsoft) CX technologies, solution sales and consulting, or similar is a huge advantage.

　　Experience working with C-level accounts.

　　Managing partners and services as part of scoping the solutions.

　　Working in large and diverse customer teams collaborating toward success. Able to operate and navigate successfully in a matrix.

　　Bachelor’s degree in computer science, Information Technology, Business Administration or similar.

　　Must embody our culture and values and possess a growth mindset. Excellent negotiation skills.

　　Embody a 'we-before-me' and 'customer first' mindset that delivers long term success over short term returns!

　　Inclusive and collaborative team player.

　　Excellent communication and interpersonal skills.

　　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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .