QualificationsNegotiationSalesBusiness managementBachelor’s degree
The Digital Sales organization is an organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses. This organization is at the forefront of establishing a new sales model leveraging modern technology and big data and analytics to drive impactful demand response and targeted sales coverage. The Digital Sales Representative – Modern Work role is focused on working with Microsoft’s account teams to identify and drive opportunities in targeted workloads.
The key goal of this role is to increase incremental sales volume through the generation of new opportunities that result in additional customer revenue. As a Digital Sales Representative, you will work closely with Specialists and Partners to plan and execute account coverage and campaign strategies to unlock new sales opportunities in our managed accounts. The role is adept at understanding the needs and process pains of customers to identify opportunities where Microsoft solutions can add long-term value.
Delivers on pipeline generation expectations, pipeline management, and deal closing of moderate complexity. Executes high levels of pipeline hygiene. Prioritizes customers to contact based on gathered intelligence and automated sources. Keeps accurate and complete documentation of customer contacts. Coordinates with partners to ensure pipeline status is kept current. Demonstrates actively driving pipeline progression. Provides customer insights for impactful business change.
Engage with Enterprise and Corporate managed account customers across industries, company sizes and types to determine their needs and identify opportunities to fulfill their needs with Microsoft’s leading cloud technologies
Dispositions quality leads appropriately and in a timely manner. Meets expected activity levels to reach targets (e.g., calling customers on leads, appointment booking, email follow ups). Shares and seeks best practices in lead management. Prepares and delivers multiple demos and execution of moderate complexity.
Regularly achieves and/or exceeds targets for wins and revenue. Develops methods for contacting customers and follow ups. Demonstrates disciplined approach to managing complete funnel in order to achieve targets.
Grows average deal size through cross-sell, upsell and strong customer focus. Aligns appropriate partners to drive best solutions for customers. Develops multi-cloud deals with increasing understanding of customer challenges, operation of business, infrastructure, and goals. Drives deeper conversations with customers regarding digital transformation and alignment to Microsoft solutions.
Shares and seeks ideas for continuous improvement with manager and peers as appropriate (e.g., process, programs, culture). Shares customer insights with manager and peers.
Adopts standard and best practices. Begins to share learnings with team. Acts as an onboarding partner for new hires. Becomes a subject matter expert in a chosen area and shares best practices and insights with other team members. Motivates and uplifts others. Provides kudos, praise, and recognition to teammates. Promotes inclusion by leveraging and executing best practices. Demonstrates curiosity in seeking out best practice. Maintains network of experts.
Reviews plans with manager on regular cadence. Has regular one-to-one meetings to review progress and status against targets. Participates in team and all-hands as needed. Stays abreast of product knowledge, company news, and market trends. Follows processes with rigor and timeliness, in accordance with pipeline management and target achievement. Recognizes current state and takes action meetings appropriately to improve or course correct as needed. Shares perspective to drive operational improvement.
Complies 100% with Demand Response and Microsoft-wide processes. Elevates compliance concerns as needed.
Completes all required training. Begins to go deeper on optional/recommended training (e.g., deeper solution area training/certifications). Creates and manages Personal Development Plan (PDP) in partnership with manager. Conducts regular reviews with manager. Seeks and achieves stretch projects or learnings. Learns to deliver multiple demos of moderate complexity.
Executes Digital Sales excellence through use of tools such as LinkedIn, PointDrive, and Elevate to better identify, connect, and engage with customers and key decision makers and establish professional brand.
Works across partners and internal teams to deliver strong customer experience. Leverages partners and partner identification tools to increase scale and productivity. Attains a career mentor outside of Demand Response. Proactively identifies opportunities to leverage deal-winning resources as appropriate(e.g., business desk, Digital Win Room [DWR], End Customer Investment Funds [ECIF]).
4+ years sales and negotiation experience
OR Bachelor’s Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 1+ year(s) sales and negotiation experience or related work or internship experience
OR equivalent experience.
Additional or Preferred Qualifications
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
OR equivalent experience.
2+ years’ experience selling cloud services to large/global enterprise and corporate customers with experience in immersive and inclusive learning experiences
Effective time management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, services/partner engagement, opportunity management and pipeline management required
Executive Presence. Experience and expertise selling to LOB decision makers, technical decision makers & enterprise and corporate solution architects by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria preferred
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.