Microsoft Corporation Specialist in Des Moines, Iowa
As a Business Applications Sales Executive – you will be an industry-aligned, outcome-driven business process transformation enabler within the Microsoft specialist sales organization working with our most important customers helping them 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.
You will use the Microsoft Catalyst Sales Methodology to enable customer digital transformation journey focusing on the business value and outcomes from Microsoft Business Application solutions.
Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on 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 technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.
Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
Implements strategies to help accelerate the closing of deals in collaboration with other team members. 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 with a network of partners to cross-sell and up-sell products, solutions and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Implements partner strategies to scale the business.
Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).
Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events.
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).
Researches competitor products, solutions, and/or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication.
Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients overall experience. Shares feedback with account teams.
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 pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
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 BDMs, align & gain account team commitment, plug into cross solution sales motions.
Envision Industry-aligned Customer-Centric Solutions with Business Value Insights- Discover and envision industry-based solutions with business value insights working with a pursuit team of technically intense workload experts and partners resources to quantify and qualify end-to-end connected solution use cases expanding opportunity value across line of business BDMs.
Engage with Partner(s)- Leverage and scale through aligning early with priority co-sell partners and ISVs.
Develop Close Plan & Secure Customer Agreement to Envisioned Solution- Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.
Orchestrate Solution Design & Calculate/Present Business value - Orchestrate, bringing clarity to pursuit team to ensure designed solution(s) maps to envisioned solution and business value. Ensure design has an end-to-end view, building opportunities for future expansion of interconnected business processes after initial sale.
Negotiate with Proposals Mapped to Business Value- Create compelling board-level presentations with proposals aligned to customer transformation plan mapped to business value impact. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stale mate/in action.
Commitment for Customer Success- Throughout the sales process and after sales closure ensure successful handoff to customer success teams with a clearly documented deployment plan.
Embody our culture and values
3+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 2+ years of technology-related sales or account management experience.
Additional or Preferred Qualifications
4+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 3+ years of technology-related sales or account management experience.
2+ years of solution or 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.
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 andCommerce 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.
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 (https://careers.microsoft.com/us/en/accommodationrequest) .
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
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